Encouraging a customer to choose a higher-priced version, upgrade or option.
Upselling involves presenting a higher-priced version or upgrade that addresses the customer’s requirements. The salesperson establishes what the customer needs, explains the relevant differences between options and helps them assess whether the extra benefit justifies the price. A useful comparison makes the reason for choosing the upgrade clear. Cross-selling is a separate technique that introduces a complementary product, such as an accessory for the main purchase. Both can increase transaction value, but upselling changes the level or specification of the customer’s choice rather than simply increasing the number of products bought.
In job listings
Jil Sander’s Client Advisor role in London required guiding clients through the sales journey and identifying opportunities for cross-selling and up-selling while maintaining a client-first approach. This placed upselling within the advisor’s handling of the whole interaction, with attention to the client’s needs accompanying the commercial opportunity. Search local jobs for “upselling”.
