What does 'upselling' entail in a sales context?

Upselling in a sales context involves encouraging customers to purchase higher-priced items or additional features. This strategy is aimed at maximizing the value of a sale by suggesting upgrades or enhancements that align with the customer's needs and preferences. For instance, in a car dealership, a salesperson might recommend a higher model with extra features such as advanced safety systems or a more powerful engine, which can improve the customer's driving experience or provide additional benefits.

This technique not only increases the sales revenue but often enhances customer satisfaction, as they may appreciate the value provided by the higher-quality options. It is a common practice in sales environments where customers can benefit from choosing upgraded products or services, reinforcing the idea of receiving more value for their investment.