How Cross Selling
Improves Selling Results

Cross selling happens when the sales person doesn’t stop selling after the first sale is made. You definitely want to consider this type of selling if you sell more than one product, or you work for a company that does.

It's one of the best methods for increasing customer satisfaction and incremental profits for you in a short amount of time. It is the act of selling another product to an existing customer, and it is one of the easiest ways to increase your sales without a lot of extra effort.

An example of cross selling is buying a hamburger at McDonalds and having the employee who’s waiting on you ask, “Would you like some fries to go with that?” It’s that simple – but the key is to keep asking!

The reason cross selling is so popular is because you already know several things about the people you are selling to:

=> You know they trust you enough to purchase a product from you.

=> You know them and they know you so you don’t have to start building a relationship from scratch again.

=> You already know what they need.

Since you know so much about them, why not create a win-win situation for you and your customers.

Most buyers will appreciate being told about related products that will improve their current situation.

Imagine you are selling medical equipment. Once you have a list of all of your customers who have purchased medical equipment from you, why not try to get them interested in related products such as disposable medical supplies or an extended warranty.

You are already filling one need they have. You know they are interested in medical equipment because they have already purchased from you.

Doing a post sales business review is a great way to demonstrate your follow-up skills and uncover new selling opportunities for add-on products and services.

Because your customers already like and trust you, and you are already solving their problems, this is the ideal time to attempt selling related products. Ask more sales questions.

Find out what else they need that’s related to the equipment you sold them. Check their interest level in extended warranty programs as a way to defray future maintenance costs.

Selling this way works because it takes advantage of something you already know – your customers. You know your customer and your customer knows you! The key to igniting your sales effort is asking the right sales questions.

Remember – people buy from people they like. They have already purchased from you which obviously means they like you enough to buy from you again.

Which also means they probably like you enough to buy even more especially if you make it a no-brainer for them.

To make this work always focus on exceeding your customers’ expectations.

Cross selling is easy as long as you work hard at it.

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