Many businesses rely on a simple strategy to sell more: offering extra items. A fast food restaurant might ask customers if they’d like a super-sized option or if they would like fries with their meal. A restaurant server will ask a diner if they’d like to start with an appetizer or try a special entree. In some restaurants, the extras are prescribed by management: the chef’s special or a new item they want to push.

Up selling is more than sales; it requires perception, knowledge and discretion. At its best, up selling can look less like sales and more like customer service; effective techniques should be subtle enough to avoid annoying the customer or making them feel pestered. In some restaurants, the extras are prescribed by management: the chef’s special or a new item they want to push:

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