Your Sales Team Should Be Upselling - Right? Certainly, selling more to existing customers is easier than winning over new customers. And if you do upsell effectively, you provide more value for your customer. Win-win. But there is more to the story of the benefit of putting your customers first. Upselling only tells part of the story. In fact, there are times when instead of upselling, a successful salesperson ought to try the opposite technique — downselling. Establishing Credibility and Trust They may have little reason to trust you. Buyers may believe you have an agenda that deprioritizes their needs and that you’re there to make the biggest sale you can. But what if you show them you’re willing — even happy — to make a smaller sale if doing so truly serves their interests? Researchers from three U.S. universities gave the servers of a large restaurant chain the option of either upselling four expensive dishes or downselling four inexpensive options. Several hundred customers were served under these conditions, and the researchers then went back and surveyed the responses. The results have immediately applicable implications for you and your sales team. | 
