Revenue and sales
Up-selling is the sales technique of inviting customers to choose a higher-end, more complete or more expensive product than the one they were considering, or to upgrade their choice with an extra option.
It works when the added value is clear and relevant to the customer's need, and fails when it feels like pressure. It differs from cross-selling, which offers complementary products rather than a higher version. In digital retail up-selling starts before the shop: technical comparisons and valuable content on the Google Maps listing or the website bring the customer into the shop already leaning towards the top of the range.
Source: Manuale del Cosmetologo, capitolo 3.6, Tecniche Nuove.
An example
Someone about to buy a phone with little storage sees, next to it, the same model with twice the storage and an explanation of how many more photos it can hold.
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