THE EXPANSION SALE :
Peterson, Erik,
THE EXPANSION SALE : Four Must-Win Conversations to keep and Grow Your Customers / ERIK PETERSON . TIM RIESTERER In collaboration with DR. NICK LEE . ROB PERRILLEON . JOE COLLINS . DOUG HUTTON . LESLIE TALBOT - xix, 231 pages : colour illustrations, colour charts ; 24 cm
Includes index
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 -- _Real-World Examples -- Index -- About the Authors
Providing everything you need to seize the competitive edge in the customer-success space, this book offers clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success. --
9781260462753 RM132.00
Customer equity.
658.812
THE EXPANSION SALE : Four Must-Win Conversations to keep and Grow Your Customers / ERIK PETERSON . TIM RIESTERER In collaboration with DR. NICK LEE . ROB PERRILLEON . JOE COLLINS . DOUG HUTTON . LESLIE TALBOT - xix, 231 pages : colour illustrations, colour charts ; 24 cm
Includes index
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 -- _Real-World Examples -- Index -- About the Authors
Providing everything you need to seize the competitive edge in the customer-success space, this book offers clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success. --
9781260462753 RM132.00
Customer equity.
658.812