Find out why customers really left, then win them back

08/17/2011 | BNET

Research shows it's easier to regain a former customer than to cultivate a new one. To reconvert former clients, salespeople should first determine why they left, advises Geoffrey James. The answer might be surprising -- sales managers tend to blame customer desertions on price, while studies show clients are most often put off by poor customer service, he writes.

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