Hupspot Guide to Smart Upselling and Downselling

Sales teams who study Hubspot style strategies quickly learn that upselling and downselling are not about pressure; they are about guiding buyers to the best solution while protecting revenue. Used correctly, these two techniques can increase deal size, reduce churn, and keep prospects from walking away completely.

This how-to guide walks through practical steps, templates, and examples you can apply immediately in your own sales process.

What Are Upselling and Downselling in Hubspot Style Sales?

On the original Hubspot upselling vs. downselling article, the concepts are defined clearly for modern sales teams. Below is a concise breakdown.

Upselling Explained

Upselling is the practice of encouraging a buyer to purchase a more advanced, more comprehensive, or longer-term version of what they are already considering.

Common upsell moves include:

Recommending a higher tier package with more features.
Extending a contract term for better per-month pricing.
Adding extra seats, users, or locations to match growth plans.

Downselling Explained

Downselling is offering a lower-priced or more limited option when the original proposal is rejected or feels too risky to the buyer.

Typical downsell moves include:

Suggesting a smaller plan or fewer seats.
Shortening contract length to reduce commitment.
Removing add-ons that are not mission critical.

Both approaches protect the relationship and keep the buyer engaged, even when budget, timing, or internal politics change.

When to Upsell in a Hubspot Inspired Sales Process

Upselling works best when the buyer already trusts you and sees clear value in your solution. The Hubspot style approach emphasizes timing and relevance over aggressive closing.

Signals It Is Time to Upsell

Look for these signs before suggesting an upgrade:

The prospect mentions future expansion, new teams, or upcoming initiatives.
They ask about advanced features, integrations, or automation.
They are already comparing you with more robust competitors.
Your current proposal will not fully solve their long-term problem.

How to Frame an Upsell Without Pressure

Use simple, value-focused language:

Restate the goal. Confirm what success looks like for the buyer.
Share a gap. Explain where the basic package might fall short.
Offer an option. Present the upgraded plan as a way to close that gap.
Quantify impact. Connect the upsell to revenue gained, time saved, or risk avoided.

For example: “Based on your hiring plan, the starter package will work for 6 months. The growth plan costs a bit more now, but it prevents you from hitting a limit just as your new team ramps up.”

When to Downsell in a Hubspot Aligned Strategy

Downselling is a strategic safety net. Rather than losing a deal completely, a lower-priced option keeps buyers engaged and opens the door to future expansion.

Signals It Is Time to Downsell

Use a downsell when you hear:

“This is more than we can commit to right now.”
“I like it, but leadership is worried about budget.”
“Let’s revisit in six months.”
Strong interest, but stalled progress around pricing or contract length.

How to Downsell Without Devaluing Your Offer

Follow this structure to maintain perceived value:

Acknowledge constraints. Show empathy for budget or timing limits.
Reconfirm importance. Remind them why solving the problem still matters.
Offer a smaller step. Present a limited version as a way to start moving forward.
Plan a later review. Schedule a future date to revisit an upgrade.

Example: “If the full rollout is tough right now, we can start with your core team for three months. That lets you prove value and then expand when the budget cycle resets.”

Combining Upselling and Downselling the Hubspot Way

Top-performing teams blend both tactics into an adaptable playbook instead of treating them as one-off moves.

Mapping Your Offer Ladder

To make upselling and downselling seamless, create a clear offer ladder inspired by the Hubspot methodology:

Entry offer: Lowest commitment product or plan.
Core offer: The plan most buyers should choose.
Premium offer: High-value option for advanced needs.

With this ladder, you can easily move up (upsell) or down (downsell) without rewriting your proposal from scratch.

Conversation Flow Example

Here is a simple conversation arc you can adapt:

Start with the core offer aligned to their goals.
If their needs are bigger than expected, suggest the premium option.
If budget becomes a barrier, step down to the entry offer.
Document why you changed direction, and set milestones for a later upgrade.

Practical Steps to Implement a Hubspot Style Playbook

Use the following step-by-step process to put these ideas into practice.

Step 1: Audit Your Current Offers

Review your existing products, plans, and packages:

List each offer with price, features, and ideal customer profile.
Identify natural “next steps” for existing customers.
Spot gaps where you could introduce a smaller starter or premium tier.

Step 2: Create Clear Upgrade and Downgrade Paths

For every plan, define:

One upsell path: What is the next logical plan?
One downsell path: What is the lighter version that still delivers value?
Triggers: What signals should push a rep up or down the ladder?

Step 3: Build Talk Tracks and Email Templates

Document language your team can reuse, consistent with the Hubspot style of consultative selling:

Upsell talk tracks that connect upgrades to business outcomes.
Downsell talk tracks that focus on momentum and risk reduction.
Email templates for follow-up, recap, and proposal revisions.

Step 4: Measure and Refine

Track key metrics to see how well your strategy is working:

Average deal size before and after introducing upsells.
Close rate for deals where a downsell was offered.
Expansion revenue from customers who started on smaller plans.

Review these numbers monthly and adjust offers, pricing, and messaging as needed.

Aligning With Hubspot Style CRM and Automation

Even if you are not using the Hubspot platform directly, you can mirror its structured approach to process and automation.

Use deal stages that reflect where upsell or downsell conversations typically occur.
Log reasons for lost deals, especially around budget, to refine your downsell offers.
Set reminders to revisit accounts that started small and are ready to expand.

For consulting, implementation support, or help turning this into a full revenue playbook, you can explore services from Consultevo, a specialist in modern sales and marketing systems.

Key Takeaways From the Hubspot Approach

Upselling and downselling work best when they are framed as part of a long-term partnership, not a one-time transaction.

Upsell when a larger solution better fits the buyer’s real goals.
Downsell when budget, timing, or risk blocks the main proposal.
Keep a clear, documented ladder of offers so changes feel natural and low friction.
Measure impact continuously and refine messaging around value instead of price alone.

By adopting these Hubspot inspired practices, your team can protect more deals, close larger contracts ethically, and build customer relationships that are primed for long-term growth.

Need Help With Hubspot?

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