2.1 What is cross-selling?
Definition: Using a customer’s interest in one product to fuel their interest in a related product.
How it works: Unlike upselling, this isn’t about offering a better or improved product. It’s about selling an additional product to the one the customer is interested in.
Case study: iPhone cases and screen protectors could be cross-sold to a customer purchasing an iPhone. Oftentimes, cross-selling points users to products they would have purchased anyway; by showing them at the right time, a store ensures they make the sale. You can replicate a similar experience in-store by training your sales staff to cross-sell at the fitting room, for example, or even at the point of purchase.
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