1. Focus on small and medium customers, and build a stable customer relationship with them. Therefore, even though you lost your big clients from fierce competition, you can still survive in your company.
2. For big clients, put more energy on the decision maker at the top. Try your best to understand the history and goal of the company, and figure out what you could do to create value for your big clients. Then, talk directly to CEO or President in the company.
3. Build clients network, never ignore the power of relationship among your clients.
4. Find the problem, and solve the problem. Problem means opportunity. When problems occurs, focus more on the value you offered. Talk with the sales team, and try to understand the deep reason for this purchasing and the inside needs for this order.
5. Think for your clients. Understand how they process the order, who is your clients' customers, who is your competitors, what is your obstacle and competitive advantages. When you figure these out, it will help you to create a rational offer.
6. If you can really bring profit / value to your clients, you need to believe yourself, your offer, and stick on it.
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