Cross-Selling Versus Up-Selling

1. CROSS-SELLING VERSUS
UP-SELLING
By Levon Mathews

2. CROSS-SELLING VERSUS UP-SELLING
Levon Mathews is an Indiana-based commercial and retail banker
with a career spanning 25 years. In his role as the president and
chief executive officer of First Federal of Port Angeles, Levon
Mathews was successful in increasing effectiveness of cross-selling
measures by 70% in the residential mortgage origination sector.

3. CROSS-SELLING VERSUS UP-SELLING
When consulting with clients and customers, sales professionals
often must identify and act on cross-selling opportunities as they
arise. Sales professionals typically cross-sell in environments where
multiple products exist; the technique is used frequently in the
banking, finance, telecommunications, and retail industries.

4. CROSS-SELLING VERSUS UP-SELLING
Cross-selling, subtly different from up-selling, works by identifying
demand for a product or service additional to the one the
customer initially sought. Products or services may complement the
original request, or they may be unrelated. Up-selling, on the other
hand, is focused on the adding of value to a requested product or
service, such as by suggesting a higher-end alternative.

5. CROSS-SELLING VERSUS UP-SELLING
The approach that a salesperson takes when cross-selling may also
differ. While an up-sell involves explaining a higher-end product’s
value and convincing the customer to opt for it instead, cross-
selling is about identifying additional needs and suggesting
complementary products and services..