All successful salespeople have to deal with difficult buyers from time to time. It's part of doing business––handling the dreaded difficult buyer or blocker.
To understand what makes these difficult personalities tick and to transform them from foe to friend is essential if you want to earn a lucrative piece of the business they control.
You'll learn tips and tactics to deal with these difficult customers:
• The Staller
• The Helpless
• The Whiner
• The Know-it-all
• The Tyrant
• The Incompetent
• The Recluse
• The Hostile hostage
• The Powerless Potentate
• and a number of types you've encountered along the way.
Don't let one negative gatekeeper stand in your way of serving the rest of your customers! Selling to big companies may be your norm—but it doesn't have to mean a time-consuming, frustrating experience. Consider the basics of how to deal with customers, and then identify the necessary tweaks to upgrade those selling skills
Dealing with difficult customers is just another "must-know" skill every top salesperson must master in the era of information overload and a plethora of buying choices.
As an award-winning salesperson, you'll never stop just knowing how to deal with customers. Why? Because bosses assign the tough accounts to their best performers.
Author Dianna Booher has done it again with her in-depth insights on human behavior and buying psychology. She gives you a clear roadmap into the difficult buyer's mind so you can navigate your way to a more successful sales result. She's an internationally recognized executive communication and sales expert and author of 49 books, published in 62 foreign-language editions.
