One of the things that the story in the introduction to this final part of the book really taught me was that you do not fully realise the value of having something until you lose it. Once I had secured the order, the customer took second place to the other deals I was working on and needed to close to make my numbers. Because of this, I lost focus on maintaining and developing the relationship and this led directly to me losing possible business.
There are a few things that are almost always true about a customer – someone we have sold something to at least once:
- They have invested in us as a salesperson. They have trusted us enough to buy ...
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