Buch, Englisch, 256 Seiten, Format (B × H): 160 mm x 228 mm, Gewicht: 470 g
Buch, Englisch, 256 Seiten, Format (B × H): 160 mm x 228 mm, Gewicht: 470 g
ISBN: 978-1-260-46275-3
Verlag: McGraw-Hill Education
Autoren/Hrsg.
Weitere Infos & Material
Research Note Foreword
Nick Mehta, Chief Executive Officer, Gainsight Acknowledgments Introduction PART I
DEVELOPING THE EXPANSION MESSAGE1 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 MESSAGE10 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 Appendix: Real-World Examples Index About the Authors