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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

by Tom Reilly, Paul Reilly
July 2018
Intermediate to advanced content levelIntermediate to advanced
336 pages
8h 58m
English
McGraw-Hill
Content preview from Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 18

Leveraging

Your eleventh Value-Added Selling strategy answers this question: “Are we maximizing our value?”

There are several advantages to growing your existing accounts. The average company could increase its sales in a given year, even if it didn’t bring on board one new customer, by simply doing a better job of selling to existing customers. Organic growth, growing existing customers, is a cost-effective and time-efficient way to expand sales. Expanding your business organically versus growth-by-acquisition is a more stable way to grow. It means you are going deeper with your installed base of business. It takes an average of seven calls to close a prospect on a new idea, compared with three calls to close an existing customer ...

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Publisher Resources

ISBN: 9781260134742