Upselling

Upselling refers to sales techniques for increasing order value by persuading customers to purchase higher-end versions of products, expanded capabilities, premium tiers, or supplementary add-ons.

Upselling tactics may promote improved performance, increased capacity, prestige, accessories, extended warranties, or volume discounts. However, not all customers require or value upsold features. Done judiciously at opportune moments, upselling boosts revenue. But excessive upselling frustrations buyers.

Sales training guides reps on reading customer cues to identify appropriate situations for proposing upsells. Strategic post-purchase communications can suggest complementary products or upgrades at ideal times. Upselling works best when recommendations match evolving needs.