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are you building a business or a career that depends on customers? are you getting the most from your sales efforts? how much would your sales increase if you could expand all of your customer relationships to their full potential?
fact is, how well you understand your customers determines how much money you’ll make and your level of success.
business owners, entrepreneurs, and success-driven corporate professionals need to know exactly what it takes to make the sale—and keep their customers coming back for more.
when i first started my corporate life over 25 years ago, i was clueless about what customer satisfaction—let alone loyalty—meant. It seemed that the companies i worked for were also clueless. Their bottom line was to ask for the purchase order now, then apologize later.
over the years of my corporate and business life, i helped win multitudes of sales victories, some in the tens of millions of dollars. I’ve also felt the sting and embarrassment of defeat.
when your business is going crazy, it seems that there’s little time to focus on the details. Churn in the clients, and if some drop off the cliff, so what—we’ll just get a few more. However, over time and as the market tightens and competitive pressures rise, you’ll wish you still had those “over the cliff” clients.
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