From the course: Dealing with Difficult Clients in B2B Sales

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Four steps to dealing with a difficult client

Four steps to dealing with a difficult client

From the course: Dealing with Difficult Clients in B2B Sales

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Four steps to dealing with a difficult client

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Now, a last resort with a difficult customer, particularly one who has one difficult habit, is to be completely honest with them and tell them. So you could, for example, tell them that they're really difficult to get hold of and that's giving you a problem or they keep changing their mind and that's giving you a problem. Or maybe they're obsessed with price, and that means that you can't give them the solution that really is best for them. And this obsession with price is going to give them a problem. Or maybe you feel that the solution they want is not a good long term solution for either of you or maybe payment terms. Perhaps they don't pay when they say they're going to pay and that's going to give you a problem. And therefore you might have to charge them extra to allow for that. So how do we give a customer the bad news that they're doing something that is giving us a problem? And I've got a really good format for doing this, which is a four step process. And it's basically, I…

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