Secrets to Expand Existing Client Engagements

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Presented by

Merit Kahn, The Sales Mindset Expert

About this talk

Salespeople are paid to land new business or expand on existing business. They know they are in sales, they’ve been trained in selling techniques and they understand that their livelihood and the health of the business depends on their ability to sell. Sure you can spend more resources to help them improve, but you’d be missing out on a secret sales force… so secret they don’t even know they are in sales. Experts, consultants, estimators, project managers, advisors and other non-selling professionals have face time with decision makers and influencers, the expertise to ask questions that uncover real needs and most importantly… they always get past the gatekeepers. The problem is if you try to turn them into salespeople or try and convince them sales is not a dirty word, you will fail. This session will provide your salespeople with some helpful tips, but more importantly, it will open up new possibilities to generate revenue by solving real problems for your existing clients. If you or your company sells professional services, custom solutions or anything creative, this session is for you. You will learn: 1. How to frame serving so it’s not seen as selling 2. What non-selling professionals can do to expand business without being salesy at all 3. Potential revenue growth if only a few experts expanded business just a little 4. Why “selling for non-selling professionals” is a total turn off to your non-selling pros

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