Upselling

Definition of Upselling

The practice of encouraging customers to purchase a higher-end product or add-on to increase sales value.

Explanation of Upselling

Upselling is a sales technique where a seller encourages a customer to purchase a more expensive or upgraded version of a product or service. The goal is to increase the overall value of the sale by offering additional features, higher-quality items, or extended services that meet the customer’s needs. Upselling requires understanding the customer’s preferences and providing relevant recommendations that enhance their purchase experience. It can be applied in various contexts, such as retail, hospitality, software, and subscription services. Effective upselling involves highlighting the benefits and added value of the upgraded options without being overly pushy or aggressive. By focusing on customer satisfaction and delivering genuine value, businesses can increase revenue, improve customer loyalty, and enhance the overall shopping experience. Upselling can also help customers make more informed decisions and achieve better outcomes with their purchases.

This dictionary entry was written by

Per-Gulbrand Peter Braathen

With a foundation in doctoral-level research, Per-Gulbrand Peter Braathen is a seasoned expert in the areas of marketing, branding and communication. His proficiency extends to marketing management, branding and communication strategy. Braathen's experience is underscored by his rich background from various industries, including entertainment. A distinguished alumnus of the USC Marshall School of Business, Braathen boasts a Master of Science in Marketing, complemented by a Graduate Certificate in the Business of Entertainment from the USC School of Cinematic Arts as well as two undergraduate Bachelor degrees from the esteemed University of Southern California.