What do you mean by cross products

Oversales, full sales, additional sales, cross-selling, up-selling
 

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What is the difference between up-selling and cross-selling?

Definition:

Up-selling is the practice of encouraging customers to purchase a comparable, higher-quality product than the one in question, while cross-selling is the practice of encouraging customers to purchase related or complementary items. Although they are often used interchangeably, both offer different benefits and can be effective together.

Up-selling and cross-selling are mutually beneficial when done correctly. They provide maximum value to customers and increase sales without incurring the recurring costs of many marketing channels.

Cross-selling

Cross-selling identifies products that meet additional, complementary needs that are not met by the original item. For example, a comb could be sold across to a customer buying a hair dryer. Often times, cross-selling alerts users to products they would have bought anyway; by showing it to them at the right time, a business ensures that they make the sale.

Cross-selling is prevalent in every type of trade, including banks and insurance agencies. Credit cards are sold to people who open a savings account, while customers who buy auto insurance are usually offered life insurance. In e-commerce, cross-selling is often used on product pages, during the checkout process and in life cycle campaigns. It's an extremely effective tactic for generating repeat purchases and showing customers the breadth of a catalog.

Cross-selling can make users aware of products they didn't previously know you were selling, further increasing their confidence as the best retailer to meet a specific need.

Up-selling

When up-selling, comparison tables are often used to market higher value products to customers. Showing visitors that other versions or models better meet their needs can increase AOV score and help users go more satisfied with their purchase. Companies that excel at up-selling are effective in helping customers visualize the value they are getting by ordering a higher-priced item.

Examples of up-selling

Instead of a cheaper variant, the next step is to present a higher-quality product or service that presents and offers higher value and benefits. Software upgrades are typical up-selling. Or you offer a standard and an enterprise version for software, the second is of course more expensive. The standard version is actually enough for the customer, you show the Enterprise, rave about it - and often enough the customer buys it.

 

Cross-selling and up-selling are similar in that they both focus on delivering added value to customers rather than limiting them to products that are already being traded. In both cases, the business goal is to increase the order value and let customers know about additional product options that they may not already be aware of. The key to success in both cases is to really understand what your customers value and then respond with products and features that really meet those needs.

 

Increased sales     

by asking about units or alternatives.
 
 
Not "how many bottles of wine would you like?"

Instead: "We packed the wine in boxes of 6 bottles, how many cases would you like?"
 
Do not "would you like a dessert" but:

"Would you like a coffee, a cappuccino or an ice cream or a grappa?"


Complete sales

What else does it include?

"Our experience shows: when you are at home you notice that one thing or the other is still missing for joy / enjoyment."

"We therefore have a checklist to check this, should we go through it briefly?"

Very often you can achieve increased sales for less valuable products and consumables simply by asking:


How many pieces do you want?

How many units should it be?

How many bottles of wine?

How many wine boxes?

Would you like a transport case for this?

Would you like the transport case with or without wheels?

If after a while the customer covers 10% of his needs from you and he is satisfied, it is time to ensure that this purchase share is increased, at least doubled. The ultimate goal is to become the main supplier for a range of products if possible.

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Cross-selling, cross-selling, cross-selling
Additional sales, joint sales

all terms in marketing that describe the sale of complementary products or services

• Which products can offer my customers additional benefits?
• Which services can be useful in connection with my offer?

• What else could my customers need, regardless of my products?


Cross-seling
means offering additional products that match the product range. If you buy screws, you probably also need a cordless screwdriver, if you order wine, you may also be interested in wine glasses or a cabinet to temper the wine, corkscrews, carafes, ...?.
 
Oil lamp technology is typical cross-selling
 
Whoever wants to sell oil
must give away oil lamps
 
If you want to sell printer ink,
must give printer away ...



 

Here you will find further possibilities of sales promotion and see also assortment effect and consumer surplus.

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© Kh.Pflug (sales trainer, consultant, coach, textbook author, university lecturer)

Karlheinz Pflug offers sales training for technical sales and advice-intensive sales as well as sales coaching also on the subject of acquisition.  

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