No matter what kind of business you operate, there are always opportunities for a larger sale from a customer that wants to buy one item. This is where cross selling and up selling can come into play for your business. Using these tactics correctly can make a difference between a customer only buying the one item or service that they already planned on buying or adding more on their to purchase.

What Is Cross Selling and Up Selling?

You’ve probably experienced cross selling and up selling before. Have you been to a fast food restaurant where they ask if you want fries with your order or want to turn that burger order into a meal deal? How about when you go to the movie theater and buy popcorn, and they ask you if you want a larger size because it’s only a little bit more for a lot more popcorn? These are all examples of cross selling and up selling.

Cross selling is where a sales individual informs someone about additional items that can make their purchase better. An example of this would be if you sell televisions. Having a sales person just ring up the purchased television doesn’t take full advantage of the sale. There is the potential for bigger sales here. All of the things that the person needs to use the television could be added on to their purchase potentially.

For instance, that television won’t come with an HDMI cord and needs to be purchased separately, and pointing this out to the customer may result in them purchasing that cord. Up selling is similar in that your sales person will try to get a bigger sale. An example of this would be showing the customer a better model television that may cost more offers more benefits or getting the customer to sign up for a warranty plan that includes installation costs.

Why Is It so Important in Business?

Cross selling and upselling are vital to all businesses. They help to increase the amount of sales that are being made on a daily basis. They are also vital because when done correctly they help the customer get more value out of their purchase. A customer that’s not told about needing additional parts or how they could have saved money on their purchase by getting a warranty plan that included installation may end up being an unsatisfied customer.

It makes your business look better and helps your customers see all of their options to make the best purchase possible. Even though they may be paying more than they expected to pay by taking advantage of the other items offered, they can be more satisfied with their overall purchase.

How Can Training in This Specific Area Help a Business Be More Efficient?

Training in these techniques can help a business be more efficient in that every employee will be on the same page on how to handle sales. You don’t have to worry about having only one employee that’s able to utilize these skills to get larger sales from customers. All of your employees can handle cross selling and up selling once they’ve been trained to do so in a manner that doesn’t come across poorly to customer.

How Do Employees Gain New and Valuable Skills from This Kind of Training?

Some individuals have the idea that cross selling and up selling is as simple as just asking if someone wants to add fries to their burger, but it’s not. Training can be valuable because it helps them to see the right way to handle this sales tactic and the wrong way. It’s all about how the employee is able to make the customer see the potential value in what is being cross sold or up sold to them without making it feel like it’s all about just getting a bigger sale for the company without adding value to them.

Check out the training offered at Infotec Training today to see how you’re able to improve your employee’s skills. Contact us today to discuss the business courses that we offer. Let us help you to get your company on track with excellent customer service and sales skills.