The Truth about Sales Success
Most seasoned sales managers know that it’s easier to sell more to current accounts than it is to establish new ones. But do you realize just how effective cross- and up-selling existing customers can be? And how do you expand current accounts?
On average, research has shown that your chance of success selling to:
A pretty stark contrast and a persuasive reason to focus a good measure of your time on understanding, navigating, and expanding current accounts. The question is how best to go about it?
The Fallacy of Growth Through Satisfaction
First, you must not fall prey to a long-held business sales training misperception. If you are among the almost 9 out of 10 salespeople who believe that client account growth is driven by great support and service, we’re glad you’re reading this.
Though you may have lots of company, you and your colleagues are mistaken!
According to Gartner, though superior service helps retain customers, it has no impact on account growth. Why? Because every client expects it and, for the most part, every competitor does it satisfactorily enough.
Here’s How to Change Your Mindset
If you want to expand your current accounts, it’s time to reset your thinking, your approach, and the way you spend your time. Here’s how:
The Bottom Line
With your customer at the center of your thinking and approach, you demonstrate your commitment to their success. Sure, you need to continue to provide excellent service. But that’s the ticket to play, not the guarantee that they’ll buy more.
To learn more about how to expand current accounts, download How to Identify and Meet the “Right” People in Your Strategic Accounts
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