Congratulations; you’ve made a sale! But in reality, the battle has just begun. What comes after you’ve made that sale? Hopefully, more sales. That’s where upselling and cross-selling come into play.

Upselling only helps the business when it helps the customer maintain confidence and control,” EY’s Patricia Camden said.

If you’ve ever been prompted to buy the bigger version of a product, then you’re familiar with the power of upselling—persuading customers to upgrade to a higher-quality, higher-cost version of a ...