Cross-Selling Versus Up-Selling

Cross-Selling Versus Up-Selling

1. Cross-Selling Versus Up-Selling By Levon Mathews

2. Cross-Selling Versus Up-Selling Levon Mathews is an Indiana-based commercial and retail banker with a career spanning 25 years. In his role as the president and chief executive officer of First Federal of Port Angeles, Levon Mathews was successful in increasing effectiveness of cross-selling measures by 70% in the residential mortgage origination sector.

3. Cross-Selling Versus Up-Selling When consulting with clients and customers, sales professionals often must identify and act on cross-selling opportunities as they arise. Sales professionals typically cross-sell in environments where multiple products exist; the technique is used frequently in the banking, finance, telecommunications, and retail industries.

4. Cross-Selling Versus Up-Selling Cross-selling, subtly different from up-selling, works by identifying demand for a product or service additional to the one the customer initially sought. Products or services may complement the original request, or they may be unrelated. Up-selling, on the other hand, is focused on the adding of value to a requested product or service, such as by suggesting a higher-end alternative.

5. Cross-Selling Versus Up-Selling The approach that a salesperson takes when cross-selling may also differ. While an up-sell involves explaining a higher-end product’s value and convincing the customer to opt for it instead, cross-selling is about identifying additional needs and suggesting complementary products and services..