Chapter 12Great Answers for Clients
When things are going well, answering tough questions from existing clients can be a lot easier than answering tough questions from new prospects who are yet to buy anything from you. But when things are going badly, answering tough questions from existing clients can be a lot harder.
This chapter will look at responding to tough questions from clients both when things are going relatively well and badly.
It will deal with answers in good moments, when you need to design responses to enhance your business relationships with existing clients. And it will deal with answers in challenging moments, when you need to design responses aimed at protecting – or possibly even saving – those business relationships. ...
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