Down-selling
A technique used when a customer decides to withdraw from a purchase; it involves offering a cheaper product that has a greater chance of being accepted by them than the one originally proposed. By using down-selling, we will keep the customer, even if the profit we achieve will not be the maximum possible.
Down-selling in practice
As an example, let's take a customer's visit to a car dealership. The salesperson presents the newest, most expensive car model, equipped with numerous features the customer will not use - for this reason, they decline the purchase. Then the seller offers a cheaper model that better meets the customer's needs. This is exactly what down-selling looks like in practice.
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Useful links:
https://www.corazlepszyportalbiznesowy.pl/art/jak-zwiekszyc-zyski-z-jednej-transakcji