Telephone Upselling: Be Realistic and Not Pushy, Kislik Advises

2. Focus on selling your own stuff. Reps only should upsell products their company carries, “where you know it has value and people recognize that value,” she said. “You can put your brand and image behind it, and that’s what customers like best.”

3. Choose reasonably priced products for upselling. “It’s unreasonable to try to upsell something that costs more than one-third of what the person was going to purchase,” Kislik said. “Look at what your customers have bought over time in choosing price points. If they’ve typically bought smaller items, offer smaller items.”