Selling up definition

Sell up by selling down means that you begin your sales approach by showing the prospect your best products first. With this selling strategy, you're presuming that the customer would want to know about the best you have and not presuming that they can't afford it.

The thinking behind this approach is that prospects who have seen the best first and then shown lower priced products will be more likely to ultimately purchase higher priced items than if they're brought up from the bottom of the price list.

By the way, this strategy is not a theory -- it really does work.