Up Selling, Cross Selling, Value Added Selling

Up-Selling

This means selling the customer more of your services than originally requested, or a better, more expensive service in the same area. For example, the customer may come in looking for a hoe and you suggest a rotor tiller would be much easier on his/her back and faster too.

Cross-Selling

This means selling the customer an additional item or items that complement the original request. For example, you may suggest that while the customer is getting a new car loan, they may want you to do a consolidation of their other loans.

Value-Added Selling

Historically, “value added” is a concept in which a company purchases raw materials and does something to these materials that adds value to the buyer. “Value added” refers to how the seller changes, enhances, or improves the basic product to increase its value to the buyer. The salesperson finds out what is of value to the buyer and then finds ways to increase the value of the offering.

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