Sales Training Video #83 – Understanding Up-Selling versus Cross-Selling in Sales


by Victor Antonio

When it comes to selling, there are two sales terms that are typically used interchangeably but have different meaning. In sales, Up-selling refers to when you “up-sell” the prospect on buying a more robust or a product with more feature and benefits. While cross-selling refers to selling the prospect “add-on” or complementary items to the base product they are buying.

If you go to McDonalds to buy a single burger and the person at the counter says, “For only 50 cents more you can buy a double burger.” That’s upselling. If you say “No, a single burger will do.” The person at the counter might say, “Would you like fries or a drink with that?” ┬áThat’s cross-selling in sales.

Finally, it’s worth noting that a “cross – sell” can be more than just add-ons…it could also lead to another separate product sale.

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