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Every time you identify another potential customer, it should be listed on your sales reports regardless of their sales total. Make sure you identify the buyer’s name and telephone number and show those new targets on every report. If the customer listing has customers who have left the company, they should always remain on the list because buyers change or given enough attention and follow-up, may give your firm another chance in the future. Do not allow sales representatives to forget these potential customers. It only takes a new attentive buyer to have a shot at getting the old account back. You know why you screwed up so know what you must do to retain this old account.
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