The Danger of Upselling in Sales

By Ian Altman (Grow My Revenue)

Anyone who has ever placed an order at a fast food restaurant has heard the question images“Would you like fries with that?” Fast food establishments use this technique, referred to as upselling, to grow the size of an order. It is easy to understand why upselling is effective in a food establishment: Your guest is already dining with you, so offering something to complement their meal is not seen as too pushy. Often, the average sale could increase by 20%. But, in business-to-business sales, upselling is a dangerous tactic. […Continue Reading…]