Master the Art of Retail: See These Dos and Don’ts for Selling More

Upselling means selling a customer a more expensive version of the product they’re considering. For example, a women’s apparel store might sell a bargain-priced white cotton shirt for $19.99, a heavier-weight, better-quality white cotton shirt for $50, and a similar-styled silk shirt for $120.

Cross-selling means selling add-on purchases that complement the customer’s primary purchase. Examples include selling a customer a phone case to go with their new smartphone or a scarf to complement that white shirt.

Upselling and Cross-Selling Tips

Both are easy to do once your salespeople know how. Here are some dos and don’ts:

1. Do have appropriate inventory. In order to upsell, you’ll need similar products at varying price points. Keep them within the same general range — for instance, carrying a $20 shirt and a $2,000 shirt at the same store wouldn’t make sense, but carrying a $20, $40 and $100 one would. In order to cross-sell, you’ll need accessories or related products that work with the primary products you carry……..

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