Many Businesspeople Misunderstand the Difference Between Upselling and Suggestive Selling

If you are managing a culinary business, you must have heard the term suggestive selling is a strategy that can increase turnover. 

Many business people know this technique, but often misunderstand it, because it is mixed with upselling.

In fact, understanding the difference between upselling and suggestive selling could be the key to making your restaurant more profitable.

So, so you don't get confused, let's discuss this casually first.What is suggestive selling? Then we compare it with upselling so you understand better.

What is Suggestive Selling?

You've probably been offered something while dining at a restaurant. For example, “Would you like some dessert, too?" or "Would you like a large drink to satisfy your cravings?"

Well, that small example is what is called suggestive selling. Simply, suggestive selling means offering additional products or menus to customers. 

It's not about forcing, but more like giving advice that makes the customer feel helped. 

So, the customer remains free to decide whether or not to take the product.

Many people are still confused and think suggestive selling is a hard way to push sales. 

In fact, the opposite is true. This technique is gentler, more natural, and usually leaves customers feeling satisfied.

Read Also: Pivot Table Functions and How They Work: Here's a Complete Guide to Creating One

Why Do Businesspeople Often Misunderstand Suggestive Selling?

We can use a case study, here, so there are small restaurant owners who think suggestive selling is the same as upselling.

So, he told the employees to always offer the most expensive menu to customers. As a result, the customers felt disgusted, so here lies the problem. 

Suggestive selling is the art of offering intelligently, not just the sale of expensive goods. 

For example, a customer orders a burger and the server says, "Would you like some fries to make it even more complete?" It feels natural, not forced.

Therefore, it is important to know what is suggestive selling?and how to differentiate it from upselling. 

If misinterpreted, customers could flee and your business could suffer.

Upselling vs. Suggestive Selling: What's the Difference?

Source: istockphoto

Now let's get to the crux of this article. Many businesspeople often get confused, even though there's a clear line.

• Upselling focuses on encouraging customers to buy the more expensive version. For example, a customer might order a regular coffee and then be offered a large or premium coffee. The goal is clear, to get the customer to upgrade.
• Suggestive selling is offering extras that complement the main orderFor example, a customer orders steak and is offered a side dish of mashed potatoes.

Now, this is where the debate arises. Many are confused because both offer the same thing.

However, if you understand it well,the difference between upselling and suggestive selling is very clear. 

Upselling focuses on moving up a class, suggestive selling focuses on adding friends for the main order.

Read Also: EBITDA in Business: Definition, Function, and How to Calculate It

Why is Suggestive Selling More Suitable for the Culinary Business?

Source: istockphoto

If you ask why this strategy is so popular, the answer is simple, customers like to feel cared for.

Suggestive selling means you care about their comfort. For example, you have a sandwich business.

The question that often arises is, "How do you determine the location of a sandwich selling business so that it is busy?".

The answer is, location is important, but how you sell is also crucial. Once you've found a strategic location, just add a few tricks suggestive selling so that sales go up.

For example, a customer orders a sandwich, then is offered iced coffee at a special price.

It feels more personal, doesn't feel forced, and customers are happy because they feel served.

Read Also: Innovation: One Way to Maximize Profits in the Food Business

Interesting Fact: Suggestive Selling Doesn't Have to Be Complicated

Many small business owners think this technique can only be used in large restaurants. 

In fact, anyone can use it, even if you're just starting out. Some facts that often surprise you:

• Suggestive selling is a strategy that can be used without large costs.Just train the team to speak more friendly.
• Suggestive selling means providing solutions. Example, a customer orders spicy food, then is offered a sweet drink to balance it out.
• What is suggestive selling? It's not a cheating trick, but more of a smart way to serve customers.

So, if you are still confused about this difference between upselling and suggestive selling, try to look at it from the customer's side.

Feel the difference when you are offered an expensive upgrade versus additional advice that feels helpful.

How to Apply It in Your Business?

Now you might be thinking, how do I get started? Don't worry, it's easy.

1. Train employees, provided they are examples of short sentences to offer additional menus.
2. Get to know the product, so that the team knows which menu pairs are suitable.
3. Don't force it, remember, suggestive selling means helping, not pressuring.
4. Use the right moment, offer after customers select the main menu.

If you do it consistently, this strategy will feel natural.

FAQ about Upselling and Suggestive Selling

1. What’s the difference between upselling and suggestive selling?

Upselling encourages customers to buy a more expensive version, while suggestive selling offers complementary items.

2. Is it suitable for small businesses?

Absolutely! Just train your team to make polite, well-timed suggestions.

3. What are the benefits of suggestive selling?

It can boost revenue, make customers feel cared for, and build stronger loyalty.

4. What’s an example of effective suggestive selling?

“Would you like to add dessert to complete your meal?” or “How about upgrading your drink to a large one?”

Conclusion

The difference lies in the goal—upselling focuses on upgrades, while suggestive selling focuses on complements.

This simple technique can increase sales and customer satisfaction without feeling pushy.

To make it work seamlessly, your restaurant operations must be efficient too. With ESB’s digital ecosystem, you can manage orders, inventory, and sales reports automatically.

Contact ESB today and take your business to the next level!