As we enter into the busiest shopping season of the year, I thought it might help merchants to think about the upselling and cross selling techniques their sales associates use.
I think we have all become accustomed to upselling, and I understand the benefits and why it is so important - if done right. I've been in stores where I have spent a lot of time searching for a product, and understand the frustration that comes with not being able to find what you are looking for. Sales associates are there to help the customer find what they are looking for and make them aware of products that they may not know are available. If done right, this can improve and expedite the customer shopping experience. If done poorly, it can run a good customer out the door, never to return.
According to business dictionary, upselling is "a sales strategy where the seller will provide opportunities to purchase related products or services, often for the sole purpose of making a larger sale".
For example, IRead More »from 4 Tips for Sales Upselling and Cross Selling