What does 'upselling' involve?

Upselling involves encouraging a customer to purchase a more expensive item or add-ons that enhance their original choice. This technique aims to increase the overall value of the sale by promoting products or services that offer greater benefits, features, or quality, which may align better with the customer’s needs or preferences. By suggesting these higher-value options, sales professionals can help customers realize additional benefits while also increasing revenue.

In contrast, other strategies like removing unnecessary add-ons, offering discounts, or trying to lower a customer's expectations do not fall under the definition of upselling. These approaches might focus on reducing costs or simplifying choices rather than enhancing the customer’s purchase experience with more valuable options.