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|  |  25 Rules for Account Development
"Developing existing accounts is one of the most certain ways to grow your business. The '25 Rules' product is one I've created to help sales professionals have a systematic method to grow revenue.
--Bill Caskey |
Ever wondered if you’re really doing all you can to generate business from current accounts? If so, then 25 Rules for Account Development can help you with strategies and tactics to do so.
This product was created after consulting with many companies whose easiest ways to generate new business was from current clients. Here are some of the chapter titles:
1 Never assume your client owes you. They don't. But you owe them--you owe them the respect and courtesy of asking them if they have other problems they need to fix.
4 Know your value. Most people don't. They think their value is wrapped up in features and benefits. It's not. It's wrapped up at the intersection of their pains and your solution.
7 Find out what they value. Find their pain. Find out what costs them money in your domain. Ask them questions. Stop pitching products.
14 Be Meticulous in Your Communication.You owe it to your prospect to work on your own communication skills. Make sure you link your solution "precisely" to their pains.
22 Be Problem-Focused, Then Process Focused. Most amateur sales people are product focused, not problem focused. You bring no value to yoru prospect when all you want to talk about is your product. No one cares about your product until they see you care about their problems.
This is an Ebook that will give you instant access to rules of the road to grow your business.
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