The upsell should be an assumption.
Getting someones attention is hard enough (super hard in fact) but once you’ve got it you have one opportunity to do it.
Otherwise you miss out.
How much you’re missing out on, I’m not sure, as chances are you don’t notice it.
Just remember the Upsell has to increase value dramatically, should be a no-brainer but also be very focused around improving the value you are delivering anyway.
Tags: the upsell