What does the phrase "sell down to sell up" imply in a sales strategy?

The phrase "sell down to sell up" implies demonstrating less expensive items to promote higher-priced ones. This strategy involves starting the sales discussion with lower-priced items to build trust and rapport with the customer. By showcasing these more affordable options first, the sales associate can effectively highlight the value and quality of higher-priced products. It creates a natural progression for the customer, allowing them to understand the benefits and features of premium items, making them more likely to consider and ultimately purchase the more expensive options.

This approach works well because it establishes a relationship where the customer feels comfortable and informed, leading to an increased likelihood of upgrading to a higher-priced product as they recognize its value in comparison to the lower-cost alternatives they initially explored.