E-Commerce Dictionary
Up-Selling
Definition
A sales technique where a seller induces the customer to purchase more expensive items, upgrades or other add-ons in an attempt to make a more profitable sale.
Deep Dive
Up-selling is a strategic sales technique focused on persuading customers to purchase a more expensive, upgraded, or premium version of their chosen product or service. The primary goal is to increase the average transaction value and overall profitability for the business, while ideally providing enhanced value or a better solution for the customer. This differs from cross-selling, which focuses on complementary products.
Examples & Use Cases
- 1A customer at a fast-food restaurant opting for the "super-sized" meal combo for a small additional cost
- 2A software user upgrading from a basic subscription plan to a premium one that includes advanced features and increased storage
- 3A car buyer choosing a higher trim level for a vehicle that includes luxury interiors and enhanced safety features.
Related Terms
Cross-SellingValue-Added SellingCustomer Lifetime Value (CLV)