Wikipedia defines up-selling as a sales technique whereby a salesperson attempts to have the customer purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale.
So, the key here is this:
It is important to offer your customer’s additional goods and services that actually further help the customer be successful – or solve their problems.
If you attempt to push the envelope and up-sell items they don’t really need – OR – sell them items that should be part of the original solution – you will ultimately lose that customer.
Don’t be like Biff…
