Cross Selling & Upselling Made Simple

Cross-selling and upselling are vital skills for being successful in sales at Scorecard Sales. Although there are differences between the concepts of cross-selling and upselling, the methods and outcomes are constant. Both are designed to motivate customers to spend more than they intended so that they can optimize their customer experience while giving the salesperson the benefit of increased revenue. Cross-selling and upselling are powerful tools, but that does not mean they aren’t challenging. Some of the reasons why customers will move forward with the opportunity to spend more can be a perceived or communicated desire/need, satisfying the ego, status, getting a deal and, most importantly, getting a better customer experience. 

It is important to remember that everything you have to offer in a cross-sell/upsell scenario can and should improve the lives and/or businesses of your customers. This philosophy is a core part of our integrative sales improvement process. Therefore presenting these options should come with ease to you knowing that these options will make things even better for the customer whether or not they are willing to spend the extra money. It should always bring additional value to the customer while always enhancing the customer experience. When that is the case, everyone wins.

Here are 5 simple methods to help make cross-selling and upselling easier:

1. 1. Needs/desire based – This is pretty straightforward. You identify the gaps that may be left in the customer’s original purchase, demonstrate the value of the cross-sell and make the recommendation. You can find more tactical advice on our blogs page.
   2. Quantified value – This is a common approach for customers who want to get a deal. To learn more about us and how we measure ROI, visit our company profile.
   3. Experience enhancement – Maximize the customer’s original purchase with options that improve performance and satisfaction. Focus on what the customer really desires, demonstrate how the cross-sell will make the experience even better while getting the most from the original purchase.
   4.  Social Proof – Customers feel validated when they see others making similar purchases. Learning to leverage social proof effectively is often refined through professional sales coaching. How is this customer similar to those customers and what was their experience like when they chose those options? 
   5. Personal Endorsement – Be relatable to the customer. How are the two of you similar and what would you do if you were that customer? What would you recommend if the customer was your neighbor or mother? Make sure you are genuine in this approach as this can be very intimate; don’t just use this method for the sake of doing so.

Mastering these 5 methods is a key part of our sales methodology training and broader sales consulting services. By focusing on the value you provide, you make the transition to a larger sale natural and beneficial for the client. If you are ready to boost your team’s average deal size, you can request a quote for a customized training program today.