chapter 27
The value of a customer
One of the things that the story in the introduction to this 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.
you do not fully realise the value of having something until you lose it
There are a few things that are almost always true about a customer – someone we have sold something ...
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