CAN’T-LOSE ACCOUNTS by Steve Thompson

Can't-Lose Accounts brings the Value LifecycleTM full circle with simple tools to help you leverage delivered value and drive repeat business with existing happy customers. Cross-selling and upselling opportunities are the holy grail of selling. Satisfied key stakeholders will do most of your "selling" legwork for you when they can justify and articulate the past value you've delivered. Get credit for that value, and make it the cornerstone of an ongoing, mutually beneficial relationship between buyer and seller. From the book: "Your goal is not to just win a deal but to win a long-term customer, one that will renew readily and proactively bring new opportunities for you to grow the relationship." "We should always remember how difficult it is for the customer to buy—and then demonstrate internally that they made 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, Past Value Delivered drives customer retention and growth."