CHAPTER 16

Tinkering

Your ninth Value-Added Selling strategy answers this question: “Are we working as hard to keep the business as we did to secure it?”

The following quote is attributed to Charles Darwin: “It is not the strongest nor the most intelligent of the species that survives. It is the one that is the most adaptable to change.” Whether or not he penned these exact words, he certainly implied it in his writings on evolution. Organizations, like organisms, evolve over time—some into extinction and some into excellence.

Chapter 16 begins after-marketing—the fourth and final group of Value-Added Selling strategies. After-marketing is the sale-after-the-sale. It’s nailing shut your back door so that you don’t lose business from the back ...

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