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Selling today has evolved, from a transactional, one-shot sale mentality to building lifetime customer relationships; from persuading and telling to problem solving and helping; from low-price selling to value-added selling.
Cross-selling is not just pushing more products. It’s encouraging customers to buy other products that meet their needs. Being an effective cross-seller seems to be an elusive practice that is sought by many, but obtained by few. Nearly every business speaks of the importance of cross-selling its full range of products and services to customers. Yet, very few firms achieve it in practice, because they assume that people know what they want.
Selling today has evolved, from a transactional, one-shot sale mentality to building lifetime customer relationships; from persuading and telling to problem solving and helping; from low-price selling to value-added selling.
Cross-selling is not just pushing more products. It’s encouraging customers to buy other products that meet their needs. Being an effective cross-seller seems to be an elusive practice that is sought by many, but obtained by few. Nearly every business speaks of the importance of cross-selling its full range of products and services to customers. Yet, very few firms achieve it in practice, because they assume that people know what they want.