How do you upsell and cross-sell your products?

Almost every sale involves upselling. Every Customer has a need/ demand of a particular product or service with a desire to get more value for money. An entry level product doesn't match customer's expectations, and looks for further options. This is the time when upselling comes into picture. At the same time, a good salesman will not only meet the customer's requirements and makes him understand more value for money proposition but also convince and educate the customer to buy an upgraded or next level product or service as the customer is not aware of it. Actually this way the salesman does good to the customer and himself and to the product company. One thing to note for such customer, salesman need to have service satisfaction also.

Cross selling is utmost important as the product/ service sold in first instance might be incomplete for customer's use or purpose. To me it can be counted as incomplete sales if information on related product is not provided to customer. More than 95% customers purchase products or services in an ordinary and regular fashion. Now when something extraordinary happens by informatiin sharing during their regular purchases, they find it interesting and adaptive to the already purchased products. This builds customer's faith in salesman and customer goes on buying more items relating to his needs and products already purchased. Ultimately Store or Company's Sales Revenue increases with profitability.

Both Upselling and Cross Selling is to be executed at the same time which will not only educate the customer to buy right and value for money products but also increases his purchase satisfaction resulting into his retention for future. Customer's Word of Mouth publicity can be gained and a long term relationship can be build. When a salesman handles both Upselling and Cross selling efficiently, he becomes successful with registering profitable business.

Hearing ou Customer's voice in terms of his needs for a new product and pains with product in use, will help to evaluate in getting the right set of products to inform and educate him. A good sales pitch and confidence about the product, helps customers decide what to buy. A salesman should acts always as an adviser and not a decision influencer, this provides the customer confidence and prestigious value that he is the master and has purchase power with him. Sometimes details by customers leds into tailoring the product or service as per his convenience and comfortness quotient. This is to be taken with utmost care as a new born baby. Product installations, after sales services and parts availability to be coordinated for timely execution.

Loyal and engaged customers are more likely to buy again,and buy more than before. Tracking the customer journey is key to upselling and cross selling effectively. It translates in offering relevant products&services for customers, new best experiences,personalized approach, new opportunities for all parties involved. Offering should be timely, inspirational, valuable for customer, easy to find, select, personalised&transparent and price deal appealing. The satisfaction obtained by customers ultimately leads to loyalty to the product or service.