iPresent Blog Increasing Cross-Selling Opportunities in Sales Meetings

Cross-selling is the technique whereby you optimize your sales process by selling across your product/service offering. While upselling could be considered as offering the customer more of the same thing (for example, a 12 month contract instead of a 6 month contract, or a large milkshake instead of a regular), cross-selling would be the equivalent of adding a tablet to a mobile contract, or a slice of gateaux with the milkshake. (Anyone else hungry right now?) Whichever way you slice it, cross-selling makes good business sense. You don’t want to have to book two appointments with a customer to discuss two different products, right? That’s a waste of your time and theirs. Equally, we wouldn’t advise sitting in front of a customer with your product brochure, flipping through it page by page to see what takes their fancy. That’s not going to win you any sales. The key to increasing cross-selling in sales meetings is to be prepared and seize on opportunities as they come up. But what does this mean in practice? Let’s take a look.   Increasing customer retention rates by 5% increases profits by 25% to 95% Harvard Business Review