O'Reilly logo

Selling to Win, 4th Edition by Richard Denny

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter Five

Finding the business

People in business will lose a percentage of their customers however successful those businesspeople are, however good their service is, and however well the product is priced. There are many reasons why customers are lost: people move away or die, products become obsolete, sales are lost to a competitor, businesses are taken over or go bust or, very importantly, changes take place in market trends and buying behaviour.

Let me give you some examples of buying behaviour or products reaching the end of a life cycle. The market for typewriters virtually dried up due to the computer. Videos have been replaced by DVDs and cassettes by CDs. Salespeople therefore should be at the forefront of spotting market-place ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required