Selling is tough enough but the second sales to a customer can be daunting. Our webinar, “Conquering the Expansion Sale” will focus on the key elements of sales success for existing customers. Once a prospect becomes your customer the status quo changes. Before the deal you were building a case for change, proving your value. Once the deal is struck, you are building on the foundation of the value promise you made. Join us as we delve into the expansion sale and how the REAL Selling approach can elevate your results.
Key Takeaways:
- Understand the REAL Strategy: Learn the fundamental principles of consultative selling and how it supports successful expansion sales.
- Establish a Success Plan: Position yourself as a valued partner by establishing a success plan at the outset and then referring and adjusting as time goes on.
- Ground Every Decision in Customer-Centricity: Master the art of uncovering your client’s true needs and challenges by recognizing limitations in the current state and aligning them to business growth requirements.
- Recover from Gaps and Goofs: Respond quickly to any problems or challenges with authentic concern for the consequences.
- Build on a Foundation of Value: Represent the value promise and the current state including results and shortfalls. Leverage your high-trust relationship and your support to partner with them for the future.
- Recognize the Difference Between Initial Sales and Expansion Sales: Explore proven strategies for building on your delivered value and improving your footprint in the account with the expansion sale.
Speaker:
Carol Cohen Vice President of Sales Enablement and Learning Strategy, Infopro Learning
Carol Cohen’s career spans from high school English teacher to corporate instructional designer. She has built award-winning programs for enterprise sales in large and small corporations. Three years ago, she joined the team at Infopro Learning, a full-service learning provider whose mission is to unlock human potential with workforce transformation as vice president of strategy and sales enablement. Since joining Infopro, her focus has been on success planning and learning strategies for today’s learners. In addition, her passion to enable sales success has empowered her to develop a new sales approach and associated customizable training modules. She is the author of “REAL Selling: A Simple Solution to a Complex Problem.” Her new book, “Empower Sales Success With Effective Sales Training,” comes out in the fall of 2023.