Recovering Lost Business by Timothy F Bednarz

In my review of

Recovering Lost Business

by Timothy F Bednarz posted on Amazon.co.uk, I gave the book Three Stars, this means it is Worthwhile.

Here is my book review.

For sales people

This book is written for sales people rather than business owners. The difference is bigger than I would have thought before reading because the sales person has so little control.

The book will help sales people identify customers at risk of being lost so that they can explore problems and solutions.

It also looks at what to do when a customer has been lost, either in a one – off sales or where there is recurring business.

There was an interesting section on the emotions of the buyer and how committed there were to the product or service and the supplier. Some buyers refuse to acknowledge difference in product or service quality so the deal is all about price. Others may be so annoyed that they want to punish the supplier.

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