Which sales approach involves convincing customers to buy additional or upgraded items?

The sales approach that involves convincing customers to buy additional or upgraded items is referred to as upselling. This technique focuses on enhancing a customer's initial selection by encouraging them to purchase higher-value items or add more features to their original choice. For instance, if a golfer is buying a driver, an upselling tactic might lead them to consider a more advanced model with additional benefits or features.

Upselling is effective because it not only increases the total sale amount but also enhances customer satisfaction by providing them with products that better meet their needs and improve their experience. The key to successful upselling is to ensure that the suggestions are relevant and beneficial to the customer, thus making them feel valued and understood.