When you upsell to a customer, you’re asking them to consider a higher-priced upgrade during a sales transaction.
Think of an upsell as a recommendation: you’re endorsing the best version of a product or service your customer is already planning to buy.
It’s usually much easier to upsell a customer than to cross-sell. Paying more for the premier option is a smaller stretch for a customer than deciding to buy something extra that wasn’t initially part of the plan.
Whenever you’re telling your customers about a product’s features, suggest the benefits of the premier option. Even if they decide not to buy at the highest price point now, they might keep it in mind for next time.
Upselling often happens naturally in sales when the focus is on the product that would best meet your customer’s needs rather than starting with price. Explain the differences between two or three options, providing all the info your customers need to make the best choice to meet their needs.