When you think about the definition of cross selling, you think about the selling of additional products to the same customers with the aim that the customer will have everything they need which does not leave anything for a competitor. However, to be a master at cross selling, one should do more than just sell the additional products. One should go beyond the product peddling approach and become an expert of sorts, giving importance on both customer service and relationship building.

One can become an expert in cross selling if he or she really listens to the customers. Because of the easy access to information, clients are much better informed than ever before. They have some good ideas and are doing research every day for what they want, the money they want to spend, and how much they want to buy.

Therefore, the best way to give more information about the products customers are interested in is to sit with them and listen. When you listen to the customer's needs, you will have a clear idea for the next time when you cross sell a product to the same person or to a different customer. Effective cross selling means involves knowing the nuances and details of your product portfolio. By knowing the benefits and features of various products and services you provide, you will be able to convince your customers that you have their requirements in a manner which suits what they are actually looking for. They will more willingly recognize you as an expert, and bring extra sales to you if they are confident in your ability to respond accurately and quickly.

In conclusion, once you have the clients, make sure that you cross sell the products and services which make sense. To efficiently and effectively cross-sell and solidify your relationship as a trusted consultant, use a combination of effective communication and listening as well as giving good information about your product.