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

By:

Peterson, Erik [author.]

Contributor(s):

text

Media type:

unmediated

Carrier type:

volume

ISBN:

9781260462753

Subject(s):

Customer equity

DDC classification:

23 658.812

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 -- _Real-World Examples -- Index -- About the Authors

Summary: 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. --

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Holdings
Item type	Current library	Collection	Shelving location	Call number	Status	Barcode
Book	Perpustakaan Alor Setar	RFID	Pinjaman Dewasa	658.812 PET (Browse shelf(Opens below))	Available	A01720630
Book	Perpustakaan Alor Setar	RFID	Rujukan Dewasa	R 658.812 PET (Browse shelf(Opens below))	Not For Loan	A01720563
Book	Perpustakaan Alor Setar	RFID	Rujukan Dewasa	R 658.812 PET (Browse shelf(Opens below))	Not For Loan	A01673853
Book	Perpustakaan Awam Sungai Petani		Pinjaman Dewasa	658.812 PET (Browse shelf(Opens below))	Available	A01720631
Book	Perpustakaan Awam Sungai Petani		Rujukan Dewasa	R 658.812 PET (Browse shelf(Opens below))	Not For Loan	A01720564
Book	Perpustakaan Kulim		Rujukan Dewasa	R 658.812 PET (Browse shelf(Opens below))	Not For Loan	A01720565

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. --

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