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upselling and cross-selling are two different sales techniques used to increase sales by improving different sales kpis such as the average transaction value and units per transaction but what's the difference between upselling and cross-selling the main difference between upselling and cross-selling is that in upselling the originally chosen product is dropped and replaced by another product of a higher value while in cross-selling the original product is kept and other relevant products are added to the transaction let's take an example of a beauty retail business a customer walks in and asks for a specific shower gel and chooses to buy a small size bottle the sales advisor here can increase the sales amount in this transaction in two different ways using upselling she can suggest that the customer takes the bigger bottle because this will be more cost effective on the long run cross-selling she can suggest relevant products from other categories such as body lotions and body splashes for the customer to perform layering using the three different products in both cases the final amount of the transaction has been increased but by using two different sales techniques the effect of upselling and cross-selling on sales kpis upselling increases sales volume by increasing the average transaction value or atv while cross-selling improves sales by increasing both the average transaction value as well as units per transaction hey you