Many businesses avoid upselling because they're afraid the customer may get irritated and not buy at all. I've found the opposite is true. Customers appreciate your thoughtfulness in offering them an added benefit they didn't know about. Some business owners have told me they don't upsell because it's not feasible in their business. They really believed that until I described the upselling offers used successfully by some of their competitors.
Every business can implement a successful upselling program.
A new distributor for an MLM company called me recently. She wanted advice about how to increase her profit margin on new sign ups. I suggested adding a training manual as part of the initial package for all of her new distributors. She took my advice and personally collects the payment for the manual. Plus, each of her new distributors gets a valuable training tool.