Any company that wants to increase its profits and achieve customer satisfaction must, without a doubt, apply certain sales techniques in order to achieve its objectives. Sometimes we make the mistake of focusing only on attracting new customers, which is also important, but we forget the importance of keeping the ones we already have, offering them new services and ensuring their loyalty.
In order to do this, understanding, learning and applying the most effective and accurate sales techniques is the best resource. At Emuca we want to help you increase your sales, so below we explain two strategies that you will find really useful. Let’s go!
What is cross-selling?
Cross-selling is a concept that we must assume and assimilate in all businesses as something fundamental and necessary for everyday life. It basically consists of offering our customers other products to complement those they already intend to buy.
In this way, what we are doing is increasing the buyers’ satisfaction, providing them with those products that they need but were not clear about or had not thought about, while at the same time increasing the turnover of our business.
What does upselling and cross-selling consist of?
The main sales techniques that your company should know and apply in its day-to-day business are upselling and cross-selling.
- Upselling is a marketing technique that consists of offering a higher quality product or service that the customer has already bought or wants to buy. In some cases, it is even possible to offer a product or service of greater economic value than the one they have selected, always bearing in mind that it must meet the buyer’s expectations and, at the same time, benefit the company.
- Cross-selling, on the other hand, consists of offering the customer another product or service that complements the one has already been purchased. This increases the quality of customer service, customer satisfaction and the company’s profits.
Differences between upselling and cross-selling
Continuing with the definitions given in the previous section, the differences between these two sales techniques are that one, Upselling, encourages the customer to acquire a better product than they had planned, while the other, Cross-selling, is used to offer complementary products that help improve the one they have purchased.
For a good sales strategy, using both techniques at the same time is the best option. This generates the benefits for both the customer and the company alike.
How can I implement cross-selling in my shop?
In order to apply cross-selling in any business, it is essential that the salesperson is motivated and has all the information and training related to the products they are selling. This way, they will always know what will benefit the customer, what they will need to improve the shopper’s experience and, at the same time, what interests the company has in selling certain items.
In short, to offer an attentive and quality service to users, and to demonstrate that the suggestions we are offering are for their own benefit.
How do I choose the best sales technique for my business?
Each company must know what its customers are like and the particulars of the sector it operates in. With this knowledge, it is easier to choose the sales technique that best suits your consumers and your own philosophy, and to implement the procedures with which your employees feel most comfortable.
Some companies are not comfortable with the idea of “selling” more products than the customer is looking for. But in reality, cross-selling is about improving the customer experience. It is a complement to the service they are receiving and they acquire the products that will best adapt to their needs and last longer.
Applying the different sales techniques in our business is easy, practical, simple and, of course, beneficial. At Emuca, we are always thinking about how to improve your business, we want to help you! So please take note of this article and provide your customers with everything they need.
