| 000 | 02444nam a2200349 i 4500 | ||
|---|---|---|---|
| 003 | OSt | ||
| 005 | 20211216123259.0 | ||
| 008 | 210120t20202020nyuad er 001 0 eng d | ||
| 020 |
_a9781260462753 _cRM132.00 _qhardback |
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| 040 |
_aPPAK _beng _cPPAK _erda |
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| 082 | 0 | 4 |
_223 _a658.812 |
| 090 | 0 | 0 |
_a658.812 _bPET _dR |
| 100 | 1 |
_aPeterson, Erik, _eauthor. |
|
| 245 | 1 | 0 |
_aTHE EXPANSION SALE : _bFour Must-Win Conversations to keep and Grow Your Customers / _cERIK PETERSON . TIM RIESTERER In collaboration with DR. NICK LEE . ROB PERRILLEON . JOE COLLINS . DOUG HUTTON . LESLIE TALBOT |
| 264 | 1 |
_aNew York : _bMcGraw-Hill Education, _c[2020] |
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| 264 | 4 | _c©2020 | |
| 300 |
_axix, 231 pages : _bcolour illustrations, colour charts ; _c24 cm |
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| 336 |
_2rdacontent _atext |
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| 337 |
_2rdamedia _aunmediated |
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| 338 |
_2rdacarrier _avolume |
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| 500 | _aIncludes index | ||
| 505 |
_tPART I DEVELOPING THE EXPANSION MESSAGE --
1 Acquisition Does Not Equal Expansion --
_t2 Expansion Messaging-Mission Critical, but Missing in Action -- _t3 Why Stay and the Psychology Behind Renewals -- _t4 Cracking the Code on the Price Increase Conversation -- _t5 Why Pay More-A Framework for Improving Your Price Increase Conversations -- _t6 Messaging for the Upsell-The Why Evolve Conversation -- _t7 The Winning Why Evolve Message Framework 8 "Sorry" Shouldn't Be the Hardest Word- Apology Science and the Expansion Sale -- _t9 The Winning Why Forgive Message Framework -- PART II DELIVERING THE EXPANSION MESSAGE -- _t10 The Right Message at the Right Time-Mastering Situational Fluency -- _t11 Delivering the Message-Essential Skills for the Expansion Seller -- _t12 Navigating the Conversation-Advanced Skills for the Expansion Seller -- _t13 Expansion Messaging as a Commercial Strategy -- _t14 Parting Thoughts -- _t_Real-World Examples -- _tIndex -- _tAbout the Authors |
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| 520 | _aProviding 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. -- | ||
| 650 | 1 | 0 | _aCustomer equity. |
| 650 | 2 | 0 | _2Customer loyalty. |
| 700 | 1 |
_aRiesterer, Tim, _eauthor. |
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| 700 | 1 |
_aPerrilleon, Rob, _eauthor. |
|
| 700 | 1 |
_aCollins, Joe, _eauthor. |
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| 700 | 1 |
_aHutton, Doug, _eauthor. |
|
| 700 | 1 |
_aTalbot, Leslie, _eauthor. |
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| 942 |
_2ddc _cB |
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| 999 |
_c181397 _d181397 |
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