👉 “Don’t want the suite? I have this double room with 10% off.”
📘 What is Downselling?
Downselling is a sales technique that offers the customer a cheaper alternative when the requested product is unavailable or the client hesitates to purchase.
- Aims to avoid losing the sale by providing an option within the budget.
- Common in hotels, travel agencies, and tourism services.
✅ Why is Downselling important?
Because it helps maximise revenue and retain customers:
- Prevents losing the sale completely.
- Improves customer experience by offering suitable alternatives.
- Allows adjusting the offer to the customer’s budget without harming the relationship.
💡 Practical example of Downselling
A guest wants to book a suite, but it’s fully booked. The hotel offers a double room with 10 % off. The guest accepts and the sale is retained, even though it’s not the original choice.
🔄 Disambiguation of Downselling
- Downselling vs Upselling: Upselling aims to sell a more expensive or premium product, whereas downselling offers a cheaper alternative.
- Downselling vs Standard Promotion: Promotions apply to everyone, downselling is offered as a personalised alternative.
In summary:
Downselling = offering a cheaper alternative when the desired option is unavailable or the client hesitates, securing the sale and maintaining the relationship.
