How to Deal with the Disrespectful Customer and When to Walk Away

Unfortunately there are a few customers who will…

Lie to you.
Cut their budgets.
Break their promises.
Sell you out.

Customers need to be “managed”

It doesn’t mean you refuse to do business with them. You manage them.

If you’re confident of the unique value you offer, and confident that they understand that value (even if they won’t admit it), you can insist on being treated fairly. You remain respectful, but ask hard questions, and keep asking to get the clarity you deserve.

This article is an excerpt from my latest book, “The Ultimate Sales Pro” which was just released by publisher HarperCollins Leadership.

Stand up to bullies

You can say no to unreasonable demands. Whether customers or bosses, most bullies back down if you refuse to play their game. They look for easier targets. And if it continues, the question you need to ask yourself is:

“Am I getting enough value out of this relationship to justify the cost? ”

If not, start looking for an exit strategy. Some people just aren’t worth doing business with.

Customers who share your values

Your goal is to align yourself with customers who share your values and beliefs. When you do, their success will become your success. And it will truly be a win-win outcome.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).