How Business Reviews Drive Sales Growth

When done right, reviews deepen trust and uncover opportunity. Here's how...

For more strategies like this, check out my sales tip video library on YouTube...

If you prefer to read - here is the transcript:

So in a previous video, we talked about the importance of working with your customers proactively to grow the account and moving from a land and stay to a true land and expand sales methodology. One of the secret weapons that I have always used to do this is the Business Review. Now, business reviews can be as simple as one page on a PowerPoint or as complex as an entire binder of information, depending on the business that you're in.

But what they all have in common is that a business review is not simply a regurgitation of what the customer is doing with you, how much they're buying, or how much they're deployed, or how much money they're spending. It's a communication about the value that they're receiving from you. So how is what you're doing making their life better?

Right. How are you making them money or saving them money or making them time or saving them time? How are you solving problems in their business... And a discussion about their business objectives going forward, so that you can align what you do with their new business objectives?

So it's a strategic conversation. It's not a conversation that you just have because you popped in. It's a conversation that you plan for that you invite others to from your organization and their organization to have a true strategic conversation about where they were at the start of a period, where they are now, and what the value is that you've brought them.

The goal of a business review is for that customer to say, wow, we're getting so much value from you - how can we do more of this together? It's a conversation that executives love to have because you're providing insights and tangible benefit of proof of how you're making their customer more profitable. So use that business review if you really want to move from a customer who buys from you once into a customer that's buying from you many times.