What does upselling mean in the context of sales?

Upselling refers to the sales technique of encouraging customers to buy a more expensive item or to add additional features or products that enhance the original purchase. This approach aims to improve the overall value of the sale while providing benefits to the customer, often leading to increased satisfaction with a higher-quality product or service.

For instance, when a customer is considering a specific model of a laptop, a salesperson might suggest a model with better specifications or additional features, highlighting how those enhancements meet the customer’s needs more effectively. This technique not only increases the total sale amount but also aims to ensure that customers feel they are making a wise investment.

In contrast, the other options provided do not align with the definition of upselling. Encouraging customers to purchase a less expensive item does not improve the transaction value for the seller, while offering discounts on future purchases focuses on price reductions rather than enhancing the current sale. Finally, suggesting alternatives often relates to substitutive selling rather than upselling, as it involves promoting different products or choices rather than upselling the value of the product being considered.