If it is complimentary and not in contrast it most likely will be the same as what they already have, offer or do. Price can, and sometimes is, a form of upgrading. Price, however, does not have to mean more expensive. Often price is the last form of upgrading to come into play. Better value, wider selections of color, shape, material, uses, sizes, newness, uniqueness, rarity, are forms of upgrading that play a big role in customers' decision making processes.
People upgrade to look better in their own eyes or someone else's eyes.
Detecting the various components in their thinking is another. All customers have had conversations with others, or for that matter with themselves, before they go looking, or agree to meet with or talk to a salesperson. As they scan catalogues, newspaper and magazine ads, listen to radio commercials. or sit through TV commercials, they will pay attention to those products and services related to what they have been talking or thinking about. Those conversations or thoughts will show up in their comments and questions. Some customers' comments and questions emphasize what they believe will fit into what they are doing, planning to do, or would like to do.