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Avoid Non-Recurring Sales by Identifying Controllable Attrition

In three decades of helping business owners and sales professionals, I have never seen zero attrition. The best we can hope for is to anticipate it, try to prevent it and minimize its effect on the growth of our business.

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Controllable attrition occurs when something you or your employees do (or neglect to do) fails to satisfy the customer’s needs. Common causes include late delivery, inconvenient sales practices, poor product quality, inattentive service, strained relations and breaking promises. 

By identifying these issues, you can begin to manage sales attrition and ultimately avoid non-recurring sales. 

Mike Clark

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