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What in the event that you could sell only all of your existing accounts ten percent more? Would that help your sales image? Clearly, it’s and it’s extremely simple if you develop professional C degree relationships. Then as your existing accounts purchase more of all of your services and merchandise, those walled citied accounts will crumble and come hurrying to you for the expertise.

First, do you believe that you can help your existing customers do their business better – more sales and or more profit – if they purchased more of the total collection of solutions are sold in addition to what they now buy? Obviously, you do. Well if they do purchase even more from you and do get better, which will put a lot of pressure on their competitors. In order to get your stuff more fully absorbed, you’re going to have to solve the issues and concerns as it relates to sales and or profits of the C levels or profit centre leader of your existing accounts.

Even when you know from experience or your primary contact is correct, the top people do not know you know their problems and concerns. This is the way you cross-sell and start to get increasingly more of the portfolio into that account. C levels and profit centre leaders have the capability to make your sales happen. Use your associations at the lower levels of the network you up and out. That’s, meet their boss and their boss affiliates and continue to move up and out. A meeting is a one-on-one interview where you ask client focused inquiries to learn what that individual problems and concerns are as they relate to your bigger world of solutions and listen strongly. As the individual sees the match, they buy into you and that is how a relationship starts. Keep repeating the process until you’re networked to meet with the C levels, the profit centre leaders, and their immediate staffs.