Can''t-Lose Accounts brings the Value LifecycleTM full circle with simple tools tohelp you leverage delivered value and drive repeat business with existing happycustomers. Cross-selling and upselling opportunities are the holy grail of selling.Satisfied key stakeholders will do most of your "selling" legwork for you when theycan justify and articulate the past value you''ve delivered. Get credit for thatvalue, and make it the cornerstone of an ongoing, mutually beneficial relationshipbetween buyer and seller. From the book: "Your goal is not to just win a deal but towin a long-term customer, one that will renew readily and proactively bring newopportunities for you to grow the relationship." "We should always remember howdifficult it is for the customer to buy—and then demonstrate internally that theymade a good business decision." "When you deliver value to the people that matter,you make it very hard for a competitor to steal that business." "Simply put, PastValue Delivered drives customer retention and growth."
