Marketing - What is Cross-Selling?

Alright, so with salespeople there are a lot of things that need to be done or

that they need to do in order to be effective, but the most effective sales

people are really good at something called cross-selling. So what is cross

selling? Cross-selling is when a salesperson or anybody really suggests what we call complementary goods or services for customers in order to

increase sales. A key example that we probably are all familiar with is when you go and you order

a hamburger or you're getting some fast food and the cashier or the clerk says, would you like fries

with that? That's a really simple example of cross-selling because you were there to buy a

hamburger or whatever it might be and now they've offered you something that goes well with the item

that you already plan to purchase. If they don't ask that, you may order the fries anyway

but you also might not. You might not think about the fries. You might not realize that those are good options

You know, most of us know that hamburgers and fries go together but if you think about this in the setting of other products a lot of times customers don know what available That when the salesperson needs to engage in cross to help them

Understand what's available and to kind of encourage them to buy more

So that's what cross-selling is all about it increases customer profitability it takes somebody who's already a customer and

and finds a way to help them buy more. And this can be really helpful in the situation where we're promoting new products

Because again, a lot of times customers don't know about new products, don't know that we now offer them

So if we don't cross-sell, they probably won't buy it. But if we tell them about it and suggest to them that it goes well with things they're already purchasing

there's a greater chance that they'll buy the new product, which again would increase customer profitability

So that's the key to cross-selling, is taking existing customers and helping them along the road of buying other things that they might not have otherwise bought

This is a key to being a successful and effective salesperson. Among other things that we do, cross-selling really helps salespeople succeed and really helps the organization to increase profits