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
Gucci’s Senior Client Advisor position in Vancouver required selecting products matched to client needs and benefits while using cross-selling and upselling techniques. During a client conversation, the employee could explain what a higher-priced option added and whether it suited the customer’s needs. Search local jobs for “client advisor”.
