What is the purpose of cross-selling?
Cross-selling is when a salesperson offers a customer who has just made a purchase the opportunity to purchase a related product. It's an opportunity to educate the consumer about additional options they may not have considered or may not have been aware that you offered. The best example of cross-selling reflects an understanding of what the customer might benefit from.
Cross-sell opportunities might include such things as extended service, installation, accessories, complementary products (e.g. matching business cards to go with the new letter head), and even unrelated products or services. Of course, the classic cross-selling example: "Would you like fries with that, ma'am?"
Examine your business for cross-sell opportunities.
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