What is down-selling?

Another marketing strategy related to up-selling and cross-selling is down-selling. This third technique, unlike the others, has a single goal: to close the sale!

In fact, down-selling involves offering the customer a product at a lower price than the one they were looking for.

Characteristics and usefulness of down-selling

Down-selling will not lead to a substantial increase in turnover immediately but will help create movement in inventory and clear out mid-to-low range products.

As mentioned, the goal of down-selling is to close the sale. This will lead to an increase in conversion rate. Not only that, it actually helps the customer choose a product, as down-selling also tends to build customer loyalty.

Advantages of Down-Selling

Fundamentally, down-selling leads to these outcomes:

• A higher percentage gain, favoring quantity over quality.
• Speeding up the clearance of products in stock and improving storage management.
• Customer loyalty through offering an alternative.

Differences and Applications of Down-Selling Compared to Up-Selling and Cross-Selling

Unlike up-selling and cross-selling (different techniques but focused on a marginal increase in product or quantity sold), down-selling tends to lower the price of a single product.

The up-selling and the """ cross-selling sees many online initiatives, while down-selling, by its nature, originates and develops mainly offline.

This is because a down-selling technique will only be implemented thanks to the seller's ability to understand the needs and purchasing possibilities of the customer. Only through these soft skills, will it be possible to close the deal.

Indeed, the customer will come into the store, enticed by advertising, to purchase a high-end product but when they realize that the price is too high, the skill of the seller who will modify the negotiation by focusing on a product with lower price and features will intervene.

This technique is undoubtedly difficult to apply online due to the coldness of digital negotiations. The text you've provided is an HTML closing tag for a paragraph and does not contain any translatable content. The same tag in English would remain unchanged as it is a part of the HTML markup language, which is universal: