Case Study #2 - Total Selling Systems

Warren Wechsler's
Case Study #2

Quadrants

Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved.

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.

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.

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.

Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx