Do you know what actually makes a good product page in eCommerce?

Most people will tell you:

• good images

• clear price

• strong CTA

• product description

And yes, those are the basics.
But basics don’t scale revenue on their own.

What really improves sales is understanding where the customer is in their decision-making process and acting at the right moment.

What every good product page needs? (the basics)

Before we talk strategy, let’s be clear: a product page must cover fundamentals.

At minimum, a good product page includes:

• clear product title

• high-quality images (multiple angles, context)

• price and delivery information

• trust signals (reviews, ratings, guarantees)

• clear CTA (Add to cart / Buy now)

• concise but helpful product description

These elements reduce friction and help users decide.

But once the decision is made, something interesting happens.

The sales principle most people ignore: the 1+1 technique

One of the most valuable sales lessons I learned from sales trainers is the 1+1 technique.

The idea is simple:

When someone has already decided to buy, it’s easier to sell them one more thing.

Why?

Because the hardest part of the shopping cycle is already over.

At that point, the customer has:

• researched

• compared options

• evaluated price

• built trust

• decided yes

That process carries a high cognitive load.

Once the decision is made, the cognitive load drops dramatically.

And that’s exactly where upselling and cross-selling work best.

Why upselling works easier after the decision?

When someone adds a product to the cart, they are no longer asking:

• “Should I trust this brand?”

• “Is this the right product?”

They are already convinced.

At this stage:

• trust is built

• resistance is low

• relevance matters more than persuasion

If you now present:

• something small

• something relevant

• something that complements the main product

Most users will say yes! Because it makes sense, not because they’re being pushed.

From eLearning to UX for an eCommerce

I first learned this principle while designing eLearning training programs, but the concept didn’t come from design. It came from sales.

The sales team used to teach this to Avon Representatives in a super practical way:

When a customer is already buying a lipstick, offer them a lip liner with it.
Someone wants a mascara? Offer an eyeliner that fits the look.

Small add-on. Same context. Easy decision.

Later, I applied the same logic in UX design for eCommerce platforms.

The psychology didn’t change, only the context did.

The feature that added $8M in one quarter

On an eCommerce platform I worked on, I introduced a very simple feature on the product page:

• a section with similar or complementary products

• placed directly underneath the main product

Nothing flashy.
Nothing aggressive.

Just relevant options at the right moment.

To a common user, it looked like a small UX improvement. Irrelevant.

To the business, it resulted in an additional $8 million in revenue in a single quarter on the Avon Shop website.

Brilliant, no?
That’s the power of timing + relevance.

You’ve seen this technique everywhere

This is not a “secret trick.”
You already experience it daily.

Big eCommerce platforms use it with:

• “Customers also viewed”

• “Frequently bought together”

• “Similar products”

Majority of the times placed lower on the page.

Different implementation.
Same psychology.

The key takeaway

Improving product pages is not just about design polish.

It’s about:

• understanding cognitive load

• respecting the user’s decision journey

• offering additional value after trust is built

Once you understand the psychology, the implementation becomes flexible:

• similar products

• complementary services

• bundles

• add-ons

The format can change.
The principle stays the same.

Final thought

If you want to increase sales, don’t ask:

“How do I push more?”

Ask:

“When is the user ready for more?”

That’s where UX, psychology, and sales meet.

And if you need someone who understands all three and knows how to implement them strategically
→ Book a call with me and let’s optimize your product experience properly.