Sales Dictionary
Cross-Selling
Definition
The practice of selling an additional product or service to an existing customer.
Deep Dive
Cross-selling is a sales strategy focused on encouraging customers to purchase additional products or services that are complementary to their initial interest or existing purchase. The aim is to increase the value of an existing customer by suggesting items that enhance their primary product, solve related needs, or provide a more comprehensive solution. Unlike upselling, which involves persuading a customer to buy a more expensive or premium version of the *same* product, cross-selling introduces *different* but related items.
Examples & Use Cases
- 1A customer purchasing a new smartphone is offered a protective case, screen protector, or wireless earbuds at checkout.
- 2A bank customer who has a checking account is offered a credit card, savings account, or personal loan.
- 3A software user buying a base subscription plan is prompted to add an integration, advanced analytics module, or extended support package.
Related Terms
UpsellingBundlingCustomer Lifetime Value (CLV)