New Hire Sales Training
Case Study: Winning Back a Lost Client
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Three Types of Clients
There are three types of clients:
* The ones you have
* The ones you're trying to get and,
* The ones you've lost.
Reasons for Losing a Client
There are four main reasons why you could lose a client:
* You can't adapt when the client's business changes
* The client can't afford your upgrade when their business grows
* The client hires a senior manager who prefers working with another vendor
* The client is frustrated with your customer service
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While working with ADP's sales training organization as a senior instructional designer, I was asked to create the following case study to teach ADP sales managers that with patience, persistence, and a little bit of luck, a lost client isn't lost forever.
