Business Dictionary
Upselling
Definition
A sales technique where a seller induces the customer to purchase more expensive items, upgrades or other add-ons.
Deep Dive
Upselling is a sales technique designed to persuade customers to purchase a more expensive or premium version of a product or service they are already considering, or to add more features or upgrades to their existing selection. The primary goal is to increase the average transaction value by demonstrating the enhanced benefits, superior quality, or greater functionality that a higher-priced option provides. This technique is most effective when the salesperson genuinely understands the customer's needs and can present the upsell as a truly better solution or an optimal enhancement to their experience.
Examples & Use Cases
- 1A car salesperson convincing a buyer to choose a higher trim level with advanced features and a more powerful engine
- 2A software company offering a "Premium" subscription plan with unlimited storage and priority support to a user considering the "Basic" plan
- 3A fast-food employee asking, "Would you like to supersize your meal for an extra dollar?"
Related Terms
Cross-sellingValue-Added SellingCustomer Lifetime Value (CLV)