Selling to 'Objectionable' People

McCune, Jenny C.
December 1998
Sell!ng;Dec98, Vol. 6 Issue 5, p1
Trade Publication
Offers advice to sales representatives regarding dealing with `objectionable' clients. Finding something to like in client; Looking at the situation as a challenge; Examining bad behavior; Others. INSET: Body 'Talk'.


Related Articles

  • Getting to know you, the clients, then watch my revenues grow. Ellis, Kathy // Fort Worth Business Press;05/25/2001, Vol. 14 Issue 5, p18 

    Gives advice to sales people on developing a powerful client profile program. Contents of a client profile program; Categories that can be used in classifying customers.

  • What today's customers expect. Graham, John R. // American Salesman;Apr98, Vol. 44 Issue 4, p15 

    Presents some of the things that customers expect from a salesperson. Importance of providing a valid information; Essence of options; Appeal of carefully configured and managed bundled service; Impact of computer-generated and projected presentation; Edge of companies offering flexibility.

  • Learn Your Role.  // American Salesman;Nov98, Vol. 43 Issue 11, p30 

    Presents strategies which employees of department stores can use to become an efficient sales personnel. Reference to playing the role of a customer; How to deal with a customer who is hesitant about making a decision.

  • That 'Personal Touch' Beck, B. // American Salesman;May2003, Vol. 48 Issue 5, p25 

    Provides information on the establishment of personal relationship between salespeople and their customers. Factors to consider in the establishment of personal relationship with customers; Importance of establishing personal relations with customers; Strategies to improve personal relations...

  • Morality tale. Evans, Cynthia // Colorado Business Magazine;Jul94, Vol. 21 Issue 7, p102 

    Comments on costumers' attitude towards salespeople. Relates a business person's rudeness towards a sales personnel; Importance of salespeople in a business; Proper treatment of salespeople.

  • Do you avoid these two phrases? Maybe it's time to reconsider.  // Sales Insider;2/10/2012, Vol. 6 Issue 129, p2 

    The article offers two seemingly negative phrases that can enhance a sales professional's standing with buyers, namely "I was wrong" and "I've changed my mind."

  • SALES TOOLBOX.  // Sales Insider;2/10/2012, Vol. 6 Issue 129, p3 

    The article suggests several strategies for sales professionals in dealing with a client, including extending permission to be totally honest with the prospect, keeping listeners alert and attentive, and wearing solid colors and simple accessories.

  • You're fired! By the real boss -- your customer. Gitomer, Jeffrey // Enterprise/Salt Lake City;02/08/99, Vol. 28 Issue 33, p9 

    Lists common reasons why customers `fire' salespeople. Includes poor response; Unavailability; Inadequate capability to handle customers' problem.

  • SALES TOOLBOX.  // Sales Insider;3/23/2012, Vol. 6 Issue 132, p3 

    The article offers ways on how a salesperson should handle a customer's call by suggesting words and phrases to be avoided and be used.


Read the Article

Other Topics