GreenWeaver - I used to work in the cosmetics field and we had to learn how to upsell constantly in order to learn how to increase our sales. Most cosmetic companies do a combination of cross selling and upselling.
For example, if a customer were to come in for a lipstick, the consultant was trained to get the request for the customer, but then offer to show her a three minute eye demonstration. If a customer agrees the consultant will then demonstrate the concealer, the eye cream, the eye liner, the eye base, the eye shadow, the mascara, and the brow shaper on the customer.
This upselling technique can upgrade the sale from $20 to $140 in a few minutes. If the customer is open you can also discuss skin care needs which are really what the cosmetic companies want because it gets them back to the counter to replenish their skin care products.
Makeup does not have the same results because people can buy makeup anywhere. If you introduce skin care then the potential sale can go from $20 to $240 in a manner of minutes. I always used to tell my consultants that the more products that you show a customer the higher the chances that she will buy more from you.
The upsells and cross sells directly impacted the average unit sale which was something that the cosmetic company tracked for all consultants. My average unit sale was $46 while the company average was $25; this is why I was promoted into a sales training position.