Janek Resources: SPM March 2019

How to Start the Sales Conversation with Former Customers and Lost Prospects

One of sales’ truisms is that you won’t win every deal. Nor is even the longest-lasting buyer-seller relationship cast in the eternal bonds of union. Invariably come the losses, both during the sales process and after that initial victory. Yet, those misfortunes need not be permanent. There’s always chance and opportunity for the tide to reverse yet again. But sometimes, it’s hard to know how and when to begin – particularly if you yourself played a role in the inciting rejection or departure.

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