The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers 1st edition by Erik Peterson, Tim Riesterer – Ebook PDF Instant Download/DeliveryISBN: 1260462765, 9781260462760
Full download The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers 1st edition after payment.
Product details:
ISBN-10 : 1260462765
ISBN-13 : 9781260462760
Author : Erik Peterson, Tim Riesterer
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry analysts report that up 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers 1st Table of contents:
PART I DEVELOPING THE EXPANSION MESSAGE
1 Acquisition Does Not Equal Expansion
2 Expansion Messaging—Mission Critical, but Missing in Action
3 Why Stay and the Psychology Behind Renewals
4 Cracking the Code on the Price Increase Conversation
5 Why Pay More—A Framework for Improving Your Price Increase Conversations
6 Messaging for the Upsell—The Why Evolve Conversation
7 The Winning Why Evolve Message Framework
8 “Sorry” Shouldn’t Be the Hardest Word— Apology Science and the Expansion Sale
9 The Winning Why Forgive Message Framework
PART II DELIVERING THE EXPANSION MESSAGE
10 The Right Message at the Right Time—Mastering Situational Fluency
11 Delivering the Message—Essential Skills for the Expansion Seller
12 Navigating the Conversation—Advanced Skills for the Expansion Seller
13 Expansion Messaging as a Commercial Strategy
14 Parting Thoughts
People also search for The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers 1st:
cuando sale la expansion the war within
the sims expansion sale
when are the sims 4 expansion packs on sale
the expansion sale book
be expansion
Tags:
The Expansion Sale,Four Must,Conversations,Grow Your Customers,Erik Peterson,Tim Riesterer