How To Deal With Difficult Prospects

How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have difficult clients sometimes. We don’t understand them; we can’t connect with them; they make us uncomfortable. We know, though, that we have to deal with these types, because…

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Is The Customer Always Right?

Many service organisations live by the creed that the customer is always right. It works well when you need to convince salespeople that their business’s purpose is to achieve high margins and loyal customers. Much is stated about keeping the customer happy. But are there times where this ethos actually harms businesses? Are there situations where the customer actually isn’t…

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