is a sales technique
whereby a salesman attempts to have the customer
purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale. Up-selling usually involves marketing more profitable services
, but up-selling can also be simply exposing the customer to other options he or she may not have considered previously. Up-selling can imply selling something additional, or selling something that is more profitable or otherwise preferable for the seller instead of the original sale.
Some examples of up-sales include:
Many companies teach their employees to up-sell products and services.
A common technique for successful up-sellers is becoming aware of a customer's background and budget, allowing them to better understand what the particular person might need.
Another way of up-selling is by creating fear over the durability of the purchase. This is particularly effective on expensive items such as electronics, where an extended warranty can offer peace of mind. This also works with things like expensive leather shoes, where the salesperson suggests that you also buy the waterproofing spray, "to make the shoes last longer".