| Case Study #2 |
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| Case Studies are like homework assignments for salespeople. Each one takes a particularly difficult aspect of our profession and works though fresh solutions using specific techniques that I've developed. |
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Background
One of the ideas that I teach is the concept of looking at our business in terms of quadrants. Quadrant one, current product to current client, is the retention quadrant. We focus up to 50% in this quadrant to retain the business that we have.
Quadrant two, new product(s) to current client, is the account growth quadrant. We invest up to 20% of our time in this quadrant to grow our business within our current accounts.
Skills needed
Review the discussion on Quadrants (step one in The Six Steps to Excellence in Selling), Asking Questions and Listening (step four), and Features / Benefits (step five).
Action
- Select up to three current clients that could buy additional products
/ lines/ services.
1.
2.
3.
- Write down ideas on what additional products / lines / services could
be offered to this customer. You might consider what your best customer
who is similar to the targeted customer buys or list the best selling
products in this type of customer account.
1.
2.
3.
4.
5.
- Write down the Now, Best, Least, New questions that you would use
to set the stage for introducing the new product idea(s).
Now
Best
Least
New
- Write down the features and benefits of your idea(s) and present the
new product or idea to your client.
Feature  Benefit
- Write down your results.
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| Warren's Favorite's |
Quadrants
One of the ideas that I teach is the concept of looking at our business in terms of quadrants.
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Asking for Commitments
The toughest part of being a professional sales person is learning and mastering the two rules in asking for commitments....
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Would you like Warren to create a set of customized case studies for your sales people? Just ask! |
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I
provide these valuable resources free of
charge for you to train your sales staff. However,
there are some restrictions on the use of
materials found on this site. Please see my Use Policy.
If you have questions or comments, please
contact me. |
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– Warren
Wechsler |
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