IRB Media

Please note: This is a companion version & not the original book. Book Preview: 

#1 The brain science behind developing effective communications for the four must-win commercial moments in customer expansion is covered in this section. You will learn how to create messages that have been tested and proven to increase your chances of keeping and growing your existing customers.

#2 The principles of Decision Science still apply to renewal and expansion conversations, but you must approach them differently. You must use a radically different method than traditional provocation-based sales, which is based on using triggers to get prospects to expand their businesses.

#3 You must disrupt and defeat Status Quo Bias when trying to poach a prospect from a competitor, but you must defend and reinforce Status Quo Bias when you are the status quo. This is because prospects and customers are answering different questions in their mind.

#4 The first cause of Status Quo Bias is preference stability. People naturally dislike uncertainty, and they made previous decisions that became their preferences. As a result, any new information that threatens those preferences and their stability must be resolved quickly.

Summary of Erik Peterson & Tim Riesterer's The Expansion Sale

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