| Uncovering New Business within Existing Accounts
Your existing clients represent some of your best new business opportunities, especially in a difficult marketplace. Existing customers are a prime target to accomplish several hot topic goals: sell more products and services, reduce the cost of sales, and enhance customer engagement and loyalty. Protecting and growing your current account base is a sales leadership priority. But how do you make that happen in a systematic and structured way? PeopleMetrics and Miller Heiman have identified four priorities to help businesses do this:
(1) Build strong relationships with all of your contacts - not just the main decision-maker
(2) Find out what they want and deliver it
(3) If you fail to deliver, recover quickly and effectively
(4) Minimize fear by identifying needs before making the sale
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