Why Can't I Ever Upsell My Customers?

Hey guys I've been working as a salesperson for a local integrator in the Northeast. I have been at it for about a year now, and am commision based. We deal mostly with commercial commercial customers. I get warm leads and I do site visits with a demo kit. I am closing a decent amount of customers, more all the time, and am even starting to get repeat business and customer referrals, so my boss is happy.

Okay but my probelm is I am not getting enough upsells and add-ons. I am opening properly, I am building rapport with my customers, I'm closing, but I just can't get anybody to sign on for things like extra monitors, lock boxes or locking racks, upgraded storage, or especially service contracts! People want what they want and that's it. Everybody is so super price sensitive, too, they just want what they want. I have a list of upgrades and add ons and I run through every one, but nobody bites. Sometimes they won't even let me finish the list! I just don't understand it.

Anybody have any ideas for me, because I am just out of ideas at this point. Thanks.

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