| In the present economic meltdown, a brush up of | | | | and you should not recommend them to buy |
| the ‘up selling’ and ‘cross selling’ | | | | some additional products during their research. |
| strategies can prove to be highly useful. | | | | You could suggest them to buy something only |
| What’s in a name? | | | | after they have completed their search or after |
| Cross selling is the process of selling additional | | | | they have bought it. |
| items which are related to the main products that | | | | 3. Most customers are focused on bargain and |
| have already been bought by your customers. | | | | you can attract them to buy more items by |
| On the other hand, up selling is the selling of | | | | highlighting some special offers. You may |
| better products which are more expensive than | | | | introduce them with a new item that is a little bit |
| the products that have been decided by the | | | | expensive but which is much better than the |
| customers to be bought. By employing an | | | | ordinary product. You should also place special |
| effective up selling and cross selling strategy, you | | | | items on the top of the shelves and highlight |
| will be able to get maximum returns thereby | | | | special offers. You should recommend customers |
| increasing your product sales. | | | | to buy in bundles than a single piece. |
| Up selling as well as cross selling can borne profit, | | | | 4. Customers do not like pushy sellers who sell |
| and can be put to good effect via following some | | | | their products forcibly. Whether you are |
| of the simple tips listed below: | | | | conducting cross selling or up selling, you should |
| 1. Suggest the right products to your customers. | | | | never force a customer to buy your products. |
| For instance, if you sell digital cameras then you | | | | You could use phrases like “popular items” |
| can suggest a customer to buy memory card | | | | and “customers also buy” to showcase |
| after buying a digital camera from your shop. | | | | your additional items among your customers. |
| Customers are likely to buy additional items if | | | | Train your CCEs (Customer Care Executives) or |
| they need them with the products that they | | | | other sales persons to come in perfect terms |
| have just purchased. | | | | with the goals and functioning of a brand. Right |
| 2. Look for the correct time to conduct cross | | | | knowledge would help them express the right |
| selling. Most customers are focused on their | | | | information before a prospective client. |
| primary task of looking for their desired products | | | | |