{"product_id":"cant-lose-accounts-steve-thompson-9781544531373","title":"Can't-Lose Accounts: Deliver Value and Make It Simple to Renew and Buy More!","description":"\u003cp\u003e\u003cstrong\u003e\u003cem\u003eCan't-Lose Accounts \u003c\/em\u003e\u003c\/strong\u003ebrings the Value LifecycleTM full circle with simple tools to help you leverage delivered value and drive repeat business with existing happy customers.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eCross-selling and upselling opportunities are the holy grail of selling. Satisfied key stakeholders will do most of your \"selling\" legwork for you when they can justify and articulate the past value you've delivered.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eGet credit for that value, and make it the cornerstone of an ongoing, mutually beneficial relationship between buyer and seller.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eFrom the book: \u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\u003cli\u003e\"Your goal is not to just win a deal but to win a \u003cstrong\u003e\u003cem\u003elong-term customer\u003c\/em\u003e\u003c\/strong\u003e, one that will renew readily and proactively bring new opportunities for you to grow the relationship.\"\u003c\/li\u003e\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\u003cli\u003e\"We should \u003cstrong\u003e\u003cem\u003ealways remember \u003c\/em\u003e\u003c\/strong\u003ehow difficult it is for the customer to buy-and then demonstrate internally that they made a \u003cstrong\u003e\u003cem\u003egood business decision\u003c\/em\u003e\u003c\/strong\u003e.\"\u003c\/li\u003e\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\u003cli\u003e\"When you deliver value to the people that matter, you make it \u003cstrong\u003e\u003cem\u003every hard for a competitor \u003c\/em\u003e\u003c\/strong\u003eto steal that business.\"\u003c\/li\u003e\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\u003cli\u003e\"Simply put, \u003cstrong\u003e\u003cem\u003ePast Value Delivered \u003c\/em\u003e\u003c\/strong\u003edrives customer retention and growth.\" \u003c\/li\u003e\u003c\/ul\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Steve Thompson\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1544531370\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781544531373\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Value Lifestyle\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/09\/2022\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 140\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.41lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.50h x 5.50w x 0.33d","brand":"Steve Thompson","offers":[{"title":"Paperback","offer_id":44069460607231,"sku":"9781544531373","price":13.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_15dc214e-a9ef-40cf-be46-9715859661ee.jpg?v=1685424836","url":"https:\/\/www.whiterainbookhouse.com\/products\/cant-lose-accounts-steve-thompson-9781544531373","provider":"WR Book House","version":"1.0","type":"link"}