Are your high-velocity, high-volume salespeople using the right messages for your renewal and expansion conversations? They may be challenging new prospects with disruption-minded messages and challenging their status quo to move them off what they’re doing today and toward your solution.
However, research shows that the skills and techniques you need to acquire new customers are different from the skills you need to retain and expand with existing customers. Disrupting or challenging your customer during a renewal or upsell situation is the exact wrong approach—one that could drive a good customer straight into the arms of your competition.
With Expand Value® skills training, your high-velocity sellers will learn how to reinforce your value and create more opportunities for growth with existing customers.