Relationship Management
June 11th 2009 Posted at Business Development
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There is a new post up at the SOBCon blog:
Using Sales Techniques in Relationship Management | SOBCon09
Long Term Customers With New NeedsMost sales people have experienced that moment when a customer says, “Oh, you have that? I just ordered one from someone else!” Often this happens because we have failed to continue to treat existing customers as prospects.
Even with a reliable customer, we may miss opportunities when our product line or their responsibilities change.
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