6 Tips to Learn How to Upsell and Cross-Sell

向上销售和交叉销售有明显的好处for any company, no matter what the industry.

这些好处之一是显而易见的：更多收入。

问题是，精明的客户可以通过“您也喜欢……”线路看到，并且经常坚持他们的原始购买。如果您在客户成功方面工作，这可能会更加艰难 - 您的工作在技术上不是销售的地方，但是您可能会发现机会在电话或与客户的电子邮件中销售。

If your customer has successfully enjoyed using your product for a few months, you will be the best person to mention another product they can use with it — or alongside it — to get better results.

为了真正了解您的产品建议的成功，该公式有一个不可或缺的一部分：customer delight。When you can convince your customer that your suggestions are for their benefit, you can master the art of upselling and cross-selling. But how exactly do you go about doing that?

继续阅读以学习如何用途销售和交叉销售。

What is upselling?

Upselling is the suggestion of any other product to be purchased in conjunction with the primary product — a scanner suggestion when a printer is purchased or a conditioner suggestion when shampoo is selected.

销售销售可以增加团队应跟踪的关键销售指标：每笔交易的平均值(AVT).

This KPI tells your sales team how much revenue the company is making relative to how many people purchase products or services. One way to quickly raise the AVT is by upselling and adding on products that your customers need and express interest in purchasing.

什么是交叉销售？

交叉销售和销售通常可以互换使用，但是与不同客户的不同情况可以要求另一种特定的方法。“ upsell”一词适用于几乎所有建议除了购买产品之外建议产品的任何情况。

通过了解销售和交叉销售之间的区别，您可以使自己有优势出售更多并解决客户的需求。

1. Determine which products get the best results.

您不想用产品建议轰炸您的客户 - 毕竟，他们已经从您的公司购买了购买，因此您正在尝试通过提供可以使用的其他建议来帮助他们取得更大的成功。bob全站app凭借销售或交叉销售的机会有限，您想使用可以获得最佳效果的技术。

It's probably not surprising thatupselling works 20X betterthan cross-selling. Once buyers have a product in mind, they don't really want to be distracted by something else. A product or service that makes their first choice better, though? That's something they can usually get on board with.

Sometimes up-selling isn't an option, though, as in the previous example of shampoo purchases. A cross-selling suggestion could still make that shampoo selection better. With a conditioner, frizz control products, curl-enhancing sprays, and other items, you can help the buyer make sure they're fully happy with their hair after the purchase.

2. Offer upsells and cross-sells that make sense.

如果您曾经在电话上等待客户服务代表，以帮助您解决一个简单的问题，只是让他们在询问信息之前提供一百万个“机会”，您可以理解客户可能会感到沮丧。因此，建议完全不在左场上的交叉销售或销售不仅会使他们感到沮丧 - 它可能危害他们与您的公司的关系。bob全站app

您或她正在与您讨论的那一刻，您的建议必须满足客户的确切需求。聆听诸如“我希望我可以做X”或“下一步我们想尝试Y”之类的信号，以使您了解您的客户是否需要更多以实现所需的结果。积极倾听他们的需求和欲望，确定您的哪些产品或服务可以帮助他们，并提供交叉销售或销售。

Tools likeCrossbeam可以向上销售和交叉销售无缝finding customer overlaps between your business and other businesses within the ecosystem. The tool helps salespeople identify partner solutions that the customer would find valuable in addition to the product that they’re selling. It’s a win-win-win for your company, the partner company, and the customer.

3. Upsell and Cross-sell with integrity.

If customers feel at any point that something's not quite right, they'll bolt. The more transparent your sales team is in finding the perfect product fit during the purchase process, the more likely those customers will stick around and become loyal advocates.

Be up-front and honest with customers if you try to upsell or cross-sell while in communication with them. Using tools likePartnerTapcan give you a behind-the-scenes look at what really matters to the customer by collaborating with other business partners. As a result, you’ll foster transparency about pricing and contracts, and build rapport with your customer — making it more likely that they purchase your upsell or cross-sell offer.

4. Demonstrate value before making the pitch.

一旦您确定了销售或交叉销售的报价对您的客户来说是有意义的，您的工作就没有完成。您需要确保可以证明其他产品或服务将增加客户的生活价值。

You can use things like customer case studies,推荐， 乃至positive customer reviews向您的客户展示如何他们可以使用您要投放的其他产品来实现目标。如果您有有关KPIS客户增加的数据，可以使用您的产品或服务实现。确保您的客户的价值清楚，以便他们可以自己做出决定 - 而无需销售，而是通过做出合理的选择。

5. Tap into your network for upselling and cross-selling opportunities.

The ultimate goal of upselling and cross-selling is to solve a customer pain point and deliver value.

如果您使用渠道销售来促进您的业务收入，您会发现这些销售代表倾向于确定自然的销售和交叉销售机会。bob综合博彩下载代表您出售您的产品或服务的合作伙伴可以访问您内部团队可能无法使用的其他网络。他们也许能够利用与主要购买相结合的其他产品和服务，从而为客户带来更多价值。

Allboundis one of the leading partner portal solutions on the market and can help third-party sales reps identify these opportunities to upsell and cross-sell according to your process and preferences while maintaining a high standard of integrity.

6. Reward customers for their loyalty.

If you successfully close an upsell or cross-sell congratulations!

However, your jobstillisn't over.

You've successfully convinced a customer to spend even more money on your deal — on top of the money they're already spending on the primary product. So you should make sure to reward your customers for spending more — and for trusting your consultative guidance.

当客户与您同时花费更多并保持忠诚度时，请采取主动权并为此奖励他们。表示感谢的一些想法可能包括：

• Sending them athank-you letter
• Sending them a piece of company swag
• Offering them a free gift or discount code for a future purchase

Take your business’s revenue up, up, and across with upselling and cross-selling techniques.

Don’t be afraid to get carried away by the idea of upselling and cross-selling to existing customers. When done with integrity, upsell and cross-sell opportunities can be beneficial for the customer just as much as they benefit your sales KPIs.

The perfect time to mention an additional opportunity to purchase is when there is a true need for another product or service your company offers. With these tips in mind, you just might be able to increase your revenue through upselling and cross-selling.

编者注：该帖子最初于2018年10月发表，并已更新以进行全面性。