{"id":41612,"date":"2024-10-23T17:22:57","date_gmt":"2024-10-23T21:22:57","guid":{"rendered":"https:\/\/challenge-action.com\/sales-techniques-complementary-selling\/"},"modified":"2025-03-17T16:11:15","modified_gmt":"2025-03-17T20:11:15","slug":"sales-techniques-complementary-selling","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/sales-techniques-complementary-selling\/","title":{"rendered":"Sales techniques &#8211; Complementary selling"},"content":{"rendered":"\n<p>The complementary sale technique consists of adding another sale to the same customer in order to improve satisfaction while increasing the invoice.<\/p>\n\n<h2 class=\"wp-block-heading\">Complementary and enriched sales<\/h2>\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1000\" height=\"367\" src=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/03\/Vente-croisee-cross-selling-Technique-de-vente.jpg\" alt=\"\" class=\"wp-image-28089\" srcset=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/03\/Vente-croisee-cross-selling-Technique-de-vente.jpg 1000w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/03\/Vente-croisee-cross-selling-Technique-de-vente-300x110.jpg 300w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/03\/Vente-croisee-cross-selling-Technique-de-vente-768x282.jpg 768w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/><\/figure>\n\n<p>Complementary selling aims to add a product or service to make the offer more complete, while<a href=\"https:\/\/blog.hubspot.fr\/sales\/upsell\">upselling<\/a> involves selling something better. These two <a href=\"https:\/\/challenge-action.com\/en\/sales-techniques\/\">sales techniques<\/a> are similar, but different.<\/p>\n\n<p>Examples of complementary sales:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Selling coffee and croissants<\/li>\n\n\n\n<li>A meal with dessert<\/li>\n\n\n\n<li>A plane ticket with insurance<\/li>\n\n\n\n<li>A car with snow tires<\/li>\n<\/ul>\n\n<p>Examples of enriched sales<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Offer a cappuccino instead of a regular coffee<\/li>\n\n\n\n<li>A la carte instead of a menu<\/li>\n\n\n\n<li>A first-class plane ticket<\/li>\n\n\n\n<li>A top-of-the-range car<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Benefits of complementary sales<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Simple sales techniques<\/li>\n\n\n\n<li>We start by meeting the customer&#8217;s immediate need, which doesn&#8217;t scare him off<\/li>\n\n\n\n<li>If the complementary sale is lost, the sale already made is not reinstated.<\/li>\n\n\n\n<li>Easily increase sales<\/li>\n\n\n\n<li>Improves customer satisfaction<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Sales stages<\/h2>\n\n<ol class=\"wp-block-list\">\n<li>Sales preparation<\/li>\n\n\n\n<li>Contact us<\/li>\n\n\n\n<li>Discovering the customer&#8217;s immediate needs<\/li>\n\n\n\n<li>Solution offer<\/li>\n\n\n\n<li>Answering objections<\/li>\n\n\n\n<li>Complementary products can also be used to respond to objections by answering the customer&#8217;s needs.<\/li>\n\n\n\n<li>Closing the sale<\/li>\n\n\n\n<li>Customer care<\/li>\n<\/ol>\n\n<h2 class=\"wp-block-heading\">Complementary sales in the form of a global offer<\/h2>\n\n<p>The most sophisticated form of complementary selling is the global offer, which is known by different names depending on the business sector:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Package deals with telephone companies or Internet providers<\/li>\n\n\n\n<li>Restaurant menu<\/li>\n\n\n\n<li>Tourism packages<\/li>\n\n\n\n<li>Bundle in IT<\/li>\n<\/ul>\n\n<p>The sale then takes place in two stages:<\/p>\n\n<ol class=\"wp-block-list\">\n<li>The seller offers complementary products and services<\/li>\n\n\n\n<li>He then offers the customer an even more complete package, with a higher overall price but lower individual prices. The customer gets more for a lower <a href=\"https:\/\/www.bdc.ca\/fr\/articles-outils\/boite-outils-entrepreneur\/gabarits-documents-guides-affaires\/glossaire\/prix-de-vente-unitaire\">unit price<\/a>. <\/li>\n<\/ol>\n\n<h2 class=\"wp-block-heading\">In conclusion<\/h2>\n\n<p>Every company should <a href=\"https:\/\/boutique.challenge-action.com\/nos-formations\/?filtres=vente\">train its sales reps in upselling<\/a>, as it&#8217;s the simplest and most effective way of increasing sales.<\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/formations\/vente\/\">Our sales training<\/a><\/p>\n\n<p>All our <a href=\"https:\/\/challenge-action.com\/formation-vente\/\">sales training courses<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The complementary sale technique consists of adding another sale to the same customer in order to improve satisfaction while increasing the invoice. Complementary and enriched sales Complementary selling aims to add a product or service to make the offer more complete, whileupselling involves selling something better. These two sales techniques are similar, but different. Examples [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":25403,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[50],"tags":[],"class_list":["post-41612","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-conseils-de-vente-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.1.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales techniques - Complementary selling<\/title>\n<meta name=\"description\" content=\"The upselling technique is the simplest way to improve customer satisfaction and increase your bill.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/challenge-action.com\/en\/sales-techniques-complementary-selling\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales techniques - Complementary selling\" \/>\n<meta property=\"og:description\" content=\"The upselling technique is the simplest way to improve customer satisfaction and increase your bill.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/challenge-action.com\/en\/sales-techniques-complementary-selling\/\" \/>\n<meta property=\"og:site_name\" content=\"Challenge Action\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/challengeaction\" \/>\n<meta property=\"article:published_time\" content=\"2024-10-23T21:22:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-03-17T20:11:15+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/01\/La-liberte-de-savoir-vendre.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"965\" \/>\n\t<meta property=\"og:image:height\" content=\"643\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Jean-Pierre Mercier\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jean-Pierre Mercier\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/challenge-action.com\/en\/sales-techniques-complementary-selling\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/challenge-action.com\/en\/sales-techniques-complementary-selling\/\"},\"author\":{\"name\":\"Jean-Pierre Mercier\",\"@id\":\"https:\/\/challenge-action.com\/en\/#\/schema\/person\/66754250fa0b9af3e56751aa9a1d4054\"},\"headline\":\"Sales techniques &#8211; 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