6个技巧，可以学习如何销售和交叉销售

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?

销售是与主要产品一起购买的任何其他产品的建议 - 当购买打印机时，扫描仪的建议或选择洗发水时的护发素建议。

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。raybet电子竞技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 that销售效果更好20倍than 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.

不过，有时候销售不是一个选择，如先前购买洗发水的示例。交叉销售的建议仍然可以使洗发水选择更好。借助护发素，毛躁控制产品，增强卷曲的喷雾剂和其他物品，您可以帮助买家确保他们在购买后对头发完全满意。

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。raybet电子竞技

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可以通过在生态系统中的业务与其他业务之间的客户重叠来进行销售和交叉销售的无缝销售。该工具可帮助销售人员确定合作伙伴解决方案，除了出售产品外，客户还会发现有价值的解决方案。对于您的公司，合作伙伴公司和客户来说，这是双赢的。raybet电子竞技

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 likePartnerTap通过与其他业务合作伙伴合作，可以为您提供一个幕后探讨对客户真正重要的事情。raybet平台结果，您将培养有关定价和合同的透明度，并与客户建立融洽的关系 - 使他们更有可能购买您的Upsell或Crossell Sell优惠。

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。

您可以使用诸如客户案例研究之类的东西推荐， 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.点击您的网络，以获取销售和交叉销售的机会。

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。raybet平台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。