Strange concept I'm learning these days. I always thought up-selling was important, and thats what gave value to the company as well as increased your worth in the food-chain.
Now, I'm learning De-selling as well. Which is basically - If your client cant afford a high-end product, tell him he doesnt need a high-end product, and sell him a low-end product instead, that he can afford!! That way, the competition is kept out and you make the sale.
Interesting. But not exciting.
