Mastering the Upsell: Expanded Edition

Module 1: The Foundations of Upselling

Lesson 1: Third Option and Existing Clients Value

Lesson 2: The Upselling Mindset

Module 2: Pricing and Presentation Strategies

Lesson 3: The Compromise Effect and Decoys

Lesson 4: The Below-At-Above Strategy

Lesson 5: Reframing Value and Utilization Rate

Module 3: Psychological Triggers in Upselling

Lesson 6: The Endowment Effect

Lesson 7: Freemium to Premium

Lesson 8: Managing Decision Fatigue

Module 4: Building Trust and Handling Objections

Lesson 9: Down-Sell to Upsell

Lesson 10: The In-Return Upsell

Module 5: Institutionalizing the Upsell Process

Lesson 11: Funnels, Ladders, and The Eyes Have It

Lesson 12: Make it a Process and Mine Your Losses

Lesson 13: Upsell Phrases and the Iceberg Model