100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

(singke) #1

128 • 100 GREAT BUSINESS IDEAS


For example, having salespeople mention products when taking an
order can encourage customers to make multiple purchases.


Cross-selling is similar to up-selling, although there are some key
differences. Up-selling is where a salesperson attempts to have
the consumer purchase more expensive items, upgrades, or other
related add-ons in an attempt to make a better sale. Up-selling
usually involves marketing more profi table services or products.
Examples of up -selling are adding side dishes to a food order, selling
an extended service contract for an appliance, and selling luxury
fi nishing on a vehicle.


In practice



  • Ensure the profi t from the extra items covers the cost of the time
    spent selling them.

  • Educate sales staff to ensure they have a full understanding of
    the products they are offering.

  • Plan which products to offer to which customers. As with any
    sale, integrity and honesty (even straightforward openness)
    usually work best.

  • Only attempt to sell products that are clearly linked to a specifi c
    purchase the customer has made. This ensures the marketing
    pitch is more appropriate and less opportunistic.

Free download pdf