Pivoting your Whales

Cross-selling to your best customers

Presentation Overview

You may have great products and services, but what if customers view them as mere commodities – easily provided by any number of suppliers? The challenge is how to help customers recognize – and be willing to pay for – the unique value your company provides.

Imagine if your team members knew how to help customers ‘get’ what makes your company different. What if, in a single conversation, you could help leverage the existing business you do with your current clients so that they did more business with you in your more profitable lines? What if, as a result of that same conversation, your best customers also referred more high-end business to you and your company?

This isn’t just wishful thinking.   These are skills that you’ll develop in this module of the Influence with Ease ® series, with Jeff Mowatt.   You will learn how to:

  • Clarify what makes your company different from your competitors, and why that difference is worth paying for.
  • Ensure that customers feel appreciated and remain loyal – other than by offering discounts.
  • Stimulate pre-qualified word-of-mouth referrals – without pestering your client for leads.
  • For those customers you’ve been ‘courting’ for some time, get them to finally either take a baby step towards taking the next step with your company, or let you know it’s not going to happen, so you can avoid wasting resources and move on.

When it comes to sharing ideas and tools, Jeff believes that it’s not what you learn that matters; it’s what you apply. Therefore, by the end of this session you will have a template and a memory jogger so you can apply these tools with customers in a natural, conversational manner.

Thank you, Jeff for the incredible value you brought to our company. You provided the clarity, consistency and concise messaging we needed to ensure the success of our new product rollout.

Ben Fisher, VP Marketing and Specialty Chemicals, WSI (Washing Systems Inc.)


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