his is a sales strategy where you land a smaller transaction with a new client first, then after delivering on your promises and building trust, you then focus on expanding the partnership by adding on additional products and services.
However, it's not just in sales that this tactic works, but also in your career. Take the Liam Neeson approach and develop a "particular set of skills" first, then after you have "landed" somewhere, then expand to the bigger picture. You are not going to be a Vice President until you have at least established that you are good at something narrower first!
I did this with stop loss insurance, and have since expanded to self-funding and now insure-tech. The farther you go in your career, the more you become a generalist over time.
Try it. It works!
