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Sell More Faster
book

Sell More Faster

by Amos Schwartzfarb
September 2019
Intermediate to advanced content levelIntermediate to advanced
192 pages
4h 44m
English
Wiley
Audiobook available
Content preview from Sell More Faster

Chapter 6Big Businesses Are Built after the Sale Is Closed

Illustration of a framework depicting the 4 steps involved in retaining the customers in a business for growing your revenue base.

Figure 6.1 Retaining Your Customers

Keeping the Momentum Going

I love writing about this topic. I love it because I attribute a lot of my early success to realizing and identifying how important it is to develop an ongoing relationship with your customers, and more specifically creating some sort of client service department inside your company. It's my experience that a lot of the best salespeople and many founders miss this up front and it isn't until they realize that there is a churn issue that they do something about it—and often that's too late.

Developing an ongoing relationship with your customers is imperative and it's important for you, the reader, to understand that the growth of your company actually starts here! Even if you have the greatest salespeople in the world, if you don't care for your customers, listen to your customers, and appreciate your customers, they will know and they will leave when someone better comes along. If you do take the time to be a good vendor and partner, then your customers will help you grow in many ways, like being patient when things aren't going well, telling their friends and peers at other companies about you and most important staying a customer.

In this chapter we will cover (1) customer-centric cultures, (2) what a postsales process is, (3) retention, and (4) growing ...

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Publisher Resources

ISBN: 9781119597803Purchase book