Explore best tips and tricks of upselling sales technique and find out how your company can boost sales by applying them.

1. BEST UPSELLING
TECHNIQUES

2. WHAT IS UPSELLING?
Upselling
Upselling is a sales technique where a seller tries to sell
more enhanced and expensive products
than the product the customer initially decided to buy.
Example
Basically upselling happens when you decide to buy one
laptop, but you buy a better and more expensive model,
because the seller demonstrated it and recommended you to
buy it.

3. It is important in all your
messages and offers use your
client's name or use 'you' and
'your'.
Your clients will treat direct
reference as a more
personalized message and they
will be more likely to consider it.
HOW TO UPSELL?
BE
SPECIFIC

4. In order to be ready to do the
cross-selling you should study
your offers and find
complimentary additional
products and services to each
offer.
Use your target market
knowledge and expertise to find
the best pairs for your
customers.
BE
PREPARED

5. Show the upselling product
next to the chosen product
and make it obvious why
the customer should buy
the more expensive
version.
You should be able to
demonstrate different
features and let your
customer try and compare
the products.
SHOW
THE BENEFITS

6. The upgrade should cost just
slightly more than the chosen
product.
If the price difference is very big
the buyer will need to go
through a longer buying
decision and may postpone the
purchase or stay with the
chosen product.
It is recommended upsell
products that cost not more
than 25% more than the chosen
products.
BE
REASONABLE

7. Most of good e-commerce
platforms have either built-in
upselling tools or some plug-
ins for upselling.
To setup the system you need
to link each item with the
corresponding items and set
pages on which the upsell box
should be shown.
Usually it is better to show this
box on the product page and
on the checkout page.
EMPOWER
YOUR E-COMMERCE

8. If you can show all versions of
your products or services on
one pricing page you can give
your clients a clue on to which
version they should upgrade.
If there are three versions of the
product you can add a label
'Basic version' to the cheapest
version.
The middle version usually is
labeled as 'Best value' or 'Most
popular', while the most
expensive version can be named
as 'Most powerful'.
BEST
VALUE

9. Adding some kind of stimulus
can significantly boost your
upselling.
For example, fast food
restaurants offer big fries for
just slightly higher price than
the price of small fries.
Therefore, the upgrade looks
wise for consumers and more
big fries are order increasing the
revenue for the restaurant.
ADD
STIMULUS

10. Your products is one of the best
medium for upselling.
Try to mention somewhere on
the product that there is a
better version of this product
and how it is better.
Use it as a chance to tell your
customers about more
enhanced versions of the
product and describe in detail all
additional features and the
benefits they give.
USE
INSTRUCTIONS

11. Your customers must be
prepared to your upsell offers
and you should take care of it
on the early stages of the
buying process.
This allows your customers to
understand their options and
to position them according to
the price or features.
In this case your upsell offers
will be expected and have
more chances for success.
MENTION ON
EARLY STAGES

12. Keep your upselling activities
limited and don't push them too
hard.
Customers don't like to be
bombarded with many upsell
offers and may start objecting
them.
Your credibility may drop and
you your customers can refuse
buying from you at all.
DON’T PUSH IT
TOO HARD

13. Downselling means offering
simpler and cheaper versions
of a product to customers who
are not going to buy the
initially chosen product.
This is completely opposite to
upselling, but it can increase
sales and brand loyalty.
You need to be very delicate
when downselling as you need
to find out your customer's
budget and offer cheaper
products without offending
the customer.
DOWNSELLING

14. READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM
This infographic was created
by LOGISION
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