This stage can be distinguished separately, or it can be considered within the framework of the two previous stages - Adoption or Retention. It is precisely on these stages that it is implemented.

Before formulating an offer (making a commercial proposal) and finalizing a deal for additional sales, three steps need to be taken.

First - analyze the needs to identify unmet needs.

Second - conduct consultations where solutions should be offered, rather than simply negotiating additional product sales.

Third - test the hypotheses developed after the second step.

<aside> 💡 Recommendation for Upsell/Expansion

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• Sales Collaboration: Collaborating with the sales department to prepare and implement an upsell strategy.
• Utilizing Data: Justifying proposals based on data about the customer's behavior and their history of interactions with the product.
• Customizing Offers: Offers should be tailored to the specific needs and goals of the customer.
• Providing Success Stories: Demonstrating cases where additional products or services have brought specific benefits to other customers.
• Creating Greater Value: Convincing the customer that additional products or services will not only increase their expenses but also bring significant benefits.