Things that created the current circumstances:

  • Complacency creates dissatisfaction. The longer you are complacent, the greater the likelihood that your clients or customers become dissatisfied. The dissatisfaction did not spring up out of thin air. It was your complacency that created the current circumstances.
  • Unresolved issues create a compelling reason to change. Leaving issues unresolved creates a compelling reason for your client to start exploring new options. The issue isn’t going to resolve itself. If you can’t or won’t address the issue, you created the circumstances for someone else do so.
  • Neglect creates an opening. Neglect creates an opportunity for someone else to open a relationship and pay attention to the client who you are ignoring. You invested more deeply in a relationship; you would’ve prevented the feeling of neglect. It was that feeling that you enabled that enabled your competitor to open our relationship.
  • Changes in the economic environment, society and technology, as well as political and legislative changes create the need to adjust. Your clients and customers may be going well for some period. But as the economy changes, as society changes, and has new laws are passed, your clients are forced to change. Here you help them see around corners and adjust to these changes, for you create the circumstances were someone else will.
  • A lack of caring creates a lack of trust. Caring is the foundation trust. If you were clients and customers don’t feel that you care about them, they will not trust you. Self-orientation repels. If they feel that the only reason your relationship exists is to serve you and your needs, you create the circumstances for someone else to develop the trust they need to competitively displace you.

You create the circumstances whereby you retain your clients and customers for churn them.

Sales 2016
Post by Anthony Iannarino on February 25, 2016
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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