Cross-selling

What does cross-selling mean: explained simply

• • Cross-selling (cross- or cross-selling) will be in Field service and key account management, Inside Sales, or in retail defined as an add-on sale.
  • It is used in sales conversations, on-site with customers, or in the so-called „"Remote selling"“ (virtual sales conversations), by telephone or in retail and wholesale trade „on the shop floor“.

Goals of cross-selling

• • The goal of so-called "cross-selling" is to actively offer and promote suitable additional products, such as spare parts, accessories, and complementary services, alongside the respective products or services of the main product range (portfolio). sell. 

What are the advantages of cross-selling?

• • More revenue per order/customer 
  • Low acquisition costs
  • Promotion of the wider product range
  • Profit and revenue increase
  • Strengthening and deepening customer loyalty
  • Improved customer satisfaction and much more.

Start with your cross-selling strategy

1. 1. Work with your sales or distribution team (inside or outside sales) to determine which additional products or services fit which main product range and which you would like to strategically position.
      
      • Don't think that "every company does this anyway"! NO! They don't ;-)
   2. Adapt the sales conversation so that cross-selling is specifically incorporated.
      
      • Many salespeople are unsure or don't know when to incorporate cross-selling into the sales conversation, and especially how to approach it.
   3. Never say: 
      
      • „In addition, I also have,“ or „Do you also need ___?“ are things you should avoid when transitioning from your main product range (where the customer or prospect has already made a specific decision) to cross-selling! Psychologically speaking, „in addition“ and „also“ imply that they will have to spend even more money. And as you probably already know: questions that could elicit a „no“ will not lead to the desired outcome.
   4. Stay engaged in your sales meetings.
      
      • Discuss successes and areas for improvement to make your company's cross-selling strategy second nature and to further develop it.

Have fun!

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