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Avoiding the upsell trap: how to spot a vested expert

And how to find a non-vested one instead

Two people coding on laptops, with multiple screens displaying code in the background.

By Bradford Benn, Advisist Group

One of the most common ways clients overspend on projects—whether in AV, IT, or creative services—is through unscrupulous upsells. These are sales tactics designed not to solve real problems, but to inflate invoices by exploiting a client’s lack of technical knowledge or sense of urgency.


In the AV industry, for example, a venue’s in-house provider might quote $8,000 for audio support, only to later claim the system is “inadequate” without a $5,000 “premium upgrade.” This upgrade could include equipment that adds no real value, such as concert-grade subwoofers for a spoken-word keynote, yet is framed as critical for a professional impression.

In the IT and software world, a consultant might sell a $3,000 “optimization” package, claiming it will boost performance and stability. Upon closer inspection, the work is nothing more than a free software update anyone could download, but the vague technical language obscures that fact.

Even in creative services, upsells can be just as manipulative. A design firm might present an “exclusive, today-only” $4,000 add-on for “VIP creative concepts” and “priority design time.” In truth, these are already part of the base package, just repackaged to create artificial urgency.

Recognizing these patterns—unnecessary overbuilding, invisible upgrades, and urgency-based pressure plays—is the first step to avoiding them. The second step is understanding whether you’re dealing with a vested or non-vested expert.

Warning signs you’re talking to a vested expert

A vested expert’s recommendations are often shaped by sales quotas, vendor partnerships, or commissions, meaning their priorities may not align with yours. Look for these red flags:

  • They lead with products, not questions. They start by pitching a specific package rather than asking about your goals, constraints, or existing setup.
  • There’s always a “preferred” vendor. Every problem somehow leads to the same brand or supplier.
  • Reasoning is vague or jargon-heavy. Pressing for details yields buzzwords, not concrete explanations.
  • Urgency feels manufactured. “Today only” or “last chance” tactics are common sales pressure moves.
  • Pricing lacks transparency. Bundled costs make it hard to see what you’re paying for, and prices may shift without clear justification.
  • They resist outside review. They discourage second opinions or frame them as unnecessary delays.

A vested expert isn’t automatically dishonest. But their financial incentives are tied to what they sell, not necessarily what you need.

How to identify a non-vested expert

A non-vested expert, on the other hand, is paid for their expertise, not for selling you specific products or services. Their advice is shaped by your requirements and constraints, not by sales commissions or preferred vendor agreements. To find one:

  • Ask about compensation structure. They should be paid for time, expertise, or project management, not commissions.
  • Look for vendor neutrality. They must be free to recommend from multiple suppliers.
  • Request past examples. Ask when they advised against an expensive option or found a lower-cost alternative.
  • Expect transparent reasoning. They should explain the benefits, trade-offs, and potential drawbacks of each choice.
  • Evaluate their network, not inventory. They should have relationships across the industry, not just a fixed product list.
  • Check for conflict-of-interest disclosures. Ethical experts will be upfront about affiliations or partnerships.

Case study: operational improvements via reconfiguration

Advisist was engaged to improve the usability of a biergarten audio system at Home State Brewing. As a Kickstarter backer and frequent visitor since before their 2022 opening, I became familiar with the staff and offered support when I learned of their challenges.

The original system, installed by a friend of their IT team, used a basic 70-volt setup with three zones and sources. The main complaint was having to go upstairs to adjust the volume or change inputs, which is an inefficient setup for daily operations.

After documenting their needs, it was clear that the priorities were simple: volume adjustment and source selection.

A site review revealed they already had an Atlas Atmosphere DSP and amplifier installed, but programming was minimal, and three costly wall controllers were mounted in the office—far from ideal and mostly unnecessary.

Close-up of server cables and glowing LED lights on a data rack.

By reusing existing Cat6 cabling, I relocated controls behind the bar, added a Bluetooth receiver and XLR input, and reprogrammed the DSP for source, zone, and volume control through a single wall controller. I also enabled network access, allowing staff to manage the system from iOS or Chrome devices.

In just two hours of consulting time, the brewery gained a more functional, flexible, and cost-effective system. A simple outside review prevented wasted spending and maximized the value of their installed equipment, highlighting the importance of neutral expertise in AV system design.

Bottom line: by learning to spot vested experts and intentionally choosing non-vested ones, you protect your budget, your project goals, and your peace of mind. The difference isn’t just measured in dollars saved; it’s in knowing every decision is made for your benefit, not someone else’s commission.

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