Upselling is a sales technique whereby the seller encourages the buyer to purchase a more expensive product, an upgraded version of a product, or additional products to go with their initial purchase. Upselling is common in a variety of industries, from retail stores to travel companies, and can be used in both business-to-business (B2B) and business-to-consumer (B2C) situations.
In general, upselling works by providing the customer with additional information about the product or service they are interested in purchasing. For example, if a customer is interested in buying a new car, the salesperson may upsell them by offering an upgraded model with better features. Upselling can also involve adding on extra items that would complement the main purchase; for example, someone buying a new phone may be offered a case and screen protector as well.
Upselling can be an effective way to boost sales and revenue, but it is important not to be too pushy or aggressive when using this technique. The goal should be to provide the customer with enough information so that they can make an informed decision; if the customer feels like they are being pressured into buying something they don’t want or need, they are likely to walk away from the sale entirely. Upselling done right can be a win-win for both the customer and the seller.