Put Your Sales into High Gear through Up Selling and Cross Selling
Sales require concerted effort by everyone involved in the sales team. Cross selling and up selling are old, old sales tactics; in use since the first human communities set up the barter system for trade. Done right, these are also two of the cheapest and most effective sales techniques within a limited product range.
Up Selling vs. Cross Selling
The simplicity and age-old practice of up selling and cross selling has led many sales people to confuse the two terms. Up selling refers to an improved sale; you persuade the customer to buy a more expensive product compared to the one they asked for. Cross selling is the where the sales person promotes products related to the one ordered; thus usually selling an extra product in the process. Both techniques seek to build on existing customer base, rather than bring in new customers.
Advantages
Up selling and cross-selling techniques, have their advantages:
1. Inexpensive - No advertising or other promotion gimmicks needed
2. Staff availability - Regular sales staff can promote new products along the one they are already selling. No need to hire new people for promotion.
3. Unobtrusive - People who detest spam emails, telesales, and in your face advertising may not even notice this discreet sales tactic. What is more, they might even buy!
Techniques
Now we come to the actual selling process. How do you convince people to buy two instead of one or four instead of two? Here are some tried and tested techniques:
Freebies - Everyone loves freebies. Many stores offer a free gift for purchase above a certain value - ensuring that customers buy more than what they originally planned.
"Limited period only" - Works every time! When customers are told there is a shelf life to the offer, they will be more willing to buy.
Promote products they need - Most customers will be delighted to know that they can buy a vinyl cover for the food processor they just bought. They won't be very willing to buy a toaster to go with it, and pressing them to do so will backfire.
A few simple techniques, no extra investment, and the assurance that your stocks will be cleared in time - there are many reasons cross selling and up selling are popular with small to large businesses.
About the Author:Myself webmaster of http://www.2touch.co.uk - customer lifecycle company for Direct marketing, inbound & outbound telephony services, up selling and cross selling by expert outsourced sales team.
Article Source: ArticlesBase.com - Put Your Sales into High Gear through Up Selling and Cross Selling