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Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
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In this episode of Leveraging Leadership, Host Emily Sander breaks down the book "The Expansion Sale" by Eric Peterson and Tim Riesterer. She explains the four must-win sales conversations—renewals, price increases, upsells, and apologies—and provides practical examples like how to highlight the cost of change, offer repair, and communicate evolving pressures. Emily also shares insights on timing and situational fluency in sales conversations.
Links Mentioned:
Free Resources:
- Strategic Planning Checklist
- Chief of Staff Skills Assessment Checklist
- A Day in the Life of a Chief of Staff
- Chief of Staff Toolkit
Get in touch with Emily:
- Connect on LinkedIn
- Follow on YouTube
- Learn more about coaching
- Sign up for the newsletter
- Clarity Call with Emily
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:27 Overview of 'The Expansion Sale'
01:34 Understanding the Four Must-Win Conversations
05:03 Renewals: Why Stay?
07:44 Price Increases: Why Pay More?
09:06 Upsells: Why Evolve?
12:22 Apologies: Why Forgive?
17:51 Situational Fluency and Implementation
21:31 Timing in Upsell and Cross-Sell Conversations
Kapitler
1. Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (00:00:00)
2. Overview of 'The Expansion Sale' (00:00:27)
3. Understanding the Four Must-Win Conversations (00:01:34)
4. Renewals: Why Stay? (00:05:03)
5. Price Increases: Why Pay More? (00:07:44)
6. Upsells: Why Evolve? (00:09:06)
7. Apologies: Why Forgive? (00:12:22)
8. Situational Fluency and Implementation (00:17:51)
9. Timing in Upsell and Cross-Sell Conversations (00:21:31)
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