Cross, deep and upselling

Cross-, deep- and upselling. Do you know what is what now? The three English terms cross, deep and up selling are used in sales in the account manager's jargon, but do they, do we, know what these terms mean? In my experience - so as not to appear stupid - no one dares to ask: what does this really mean, or what do you mean by it? And because the account managers themselves don't really know the explanation of it either, the terms are quite often used interchangeably. In this blog I will explain to you through some examples what is what now:

This means selling related products. A good practical example of this is when you buy not only the gasoline for your car at the gas station, but also the windshield washer fluid. The gas station owner is then cross-selling.

The term deep selling means nothing more than selling more of the same thing. So in the same example of the gas station owner, he does not sell you the gasoline for your car once, but you come back again and again for the gasoline at the same gas station.

Selling a more expensive variety is up selling. We can also make this practical again by looking one more time at the example of the pump owner. He is not selling you the standard diesel fuel with the liquids, but the developed V-power diesel that allows your engine to burn cleaner, making you drive more economically and also saving the environment.

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