What is the term for selling additional goods or services after a commitment to buy?

The term "suggestion selling" refers to the practice of encouraging additional purchases after a customer has already made a commitment to buy a product or service. This approach focuses on enhancing the customer's experience by introducing them to complementary items or services that enhance their original purchase. By suggesting these additional products, businesses can increase the total sale value while providing customers with more value through relevant recommendations.

This technique relies on the understanding of customer needs and preferences, making it an effective way to capitalize on a customer's existing interest. It is commonly used in various retail environments, including restaurants, online shopping, and service industries. Suggestion selling can enhance customer satisfaction by helping buyers realize additional benefits that may serve their needs.

In contrast, upselling generally refers to persuading a customer to purchase a more expensive item or an upgraded version of the product they initially considered. Cross-selling involves offering related products that complement the original purchase but emphasizes different items rather than additional versions of the same item. Customer retention focuses on strategies to keep existing customers engaged with a brand over time rather than on the point-of-sale moment. Thus, suggestion selling is distinct in its direct approach to enhancing the customer's immediate buying decision.