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Cross Selling & Up Selling

Presentation on Cross Selling and Up Selling

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Cross Selling & Up Selling

  1. 1. 1
  2. 2. Learning objectives  Meaning of Cross Selling (CS) & Up Selling (US).  Need or importance of CS & US.  Essential Skills for CS & US. Essential Skills for CS & US.  CS & USTechniques. 2
  3. 3. Outcome orTake away In this module,  You will be able to open doors for additional business.  You will learn how to sell, without feeling hesitation.  You will create added value for your customers, in a way that You will create added value for your customers, in a way that will make everyone feel they came out ahead. 3
  4. 4. Cross Selling  CS concerns selling those items which are connected or can be integrated with the product being sold.  It involves offering the customer items that compliment the original purchase in some manner.  It is an art of suggesting a customer, products related to the one for which purchase is already in progress.  Customer is motivated to spend on items that might be required later to get a complete experience of the product in question. Example If you’re selling a laptop, you can offer a laptop bag, a mouse, or a laptop desk with a cooling fan. 4
  5. 5. Be Prepared In order to be ready to do the cross-selling you should study your offers and find complimentary additional products & services to each offer. Use your target market knowledge & expertise to find the bestUse your target market knowledge & expertise to find the best pairs for your customers 5
  6. 6. Video 1 (Duration :1min) 6
  7. 7. When do cross selling works? 7
  8. 8. Up Selling Up selling is a sales technique where a seller tries to sell more enhanced and expensive products than the product the customer initially decided to buy. Example 1. Basically up selling happens when you1. Basically up selling happens when you decide to buy one laptop, but you buy a better & more expensive model, because the seller demonstrated it & recommended you to buy it. 2. The 32’’TV set instead of 24’’TV set. 8
  9. 9. Be Reasonable  The upgrade should cost just slightly more than the chosen product.  If the price difference is very big the buyer will need to go through a longer buying decision & may postpone thethrough a longer buying decision & may postpone the purchase or stay with the chosen product.  It is recommended up sell products that cost not more than 25% more than the chosen products 9
  10. 10. Video 2 (Duration : 1 min) 10
  11. 11. When do up selling works ? 11
  12. 12. CS & US is a business practice in retail, hotel, bank, marketing and other industries to introduce customers to ato introduce customers to a better or complimentary products once they have decided to make a purchase of an item they are interested in. 12
  13. 13. Flow 13
  14. 14. Where should I use CS and US? Purchase Cycle Examples 1. Setup box subscription. 2. Upgraded/updated versions.versions. 3. Supporting or required gadgets . 14
  15. 15. Importance of CS & US  To increase revenue.  To hit competition & competitor.  Retain the customers.  Fulfill the customer Fulfill the customer requirements.  Increase the customer services & experiences.  Build a long term relationship. 15
  16. 16. Essential of Skills for CS & US  Communication skills.  All Product knowledge.  Understanding customer need.need.  Objection handling skills.  Educating or informing skills. 16
  17. 17. Techniques for CS & US to increasing revenue  Choose correct complementary products.  Know how to ask the right questions, gently open the door for opportunities, & help buyers benefit from buying more.  We will/need to explore ways to make CS & US a win-win We will/need to explore ways to make CS & US a win-win situation for everyone.  Professionals(You) try to help customers make a better buying decision. 17
  18. 18. Video 3 (Duration : 2 mins)Video 3 (Duration : 2 mins) 18
  19. 19. Conclusion  CS & US creates higher value for you & your customers.  People will feel more comfortable selling when they understand how to show added value. 19
  20. 20. 20
  21. 21. Reading and References  http://www.pricetree.com.  Dale Carnegie Training article.  https://blog.amasty.com 21
  22. 22. Happy selling!. 22
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