Stand up to bullies,
even when they're your customers.
Some customers just don't deserve your business;
they end up costing you more in time and resources than they give back in
business and profits.
If you have customers who are bullies, confront
them. If you can't win with the bully because they're their own worst enemy, or
because their values are so out of sync with your own, walk away and invest
your time on customers who appreciate the value you can bring to them.
Get
some face time. Shake hands to close deals.
Sales is about interaction and there’s no better
way to interact with your customer than to meet him or her in person. That’s
simply the best way to truly understand customer needs and provide a solution
that really matches those needs. It’s win-win.
Meeting the customer strengthens the customer’s
confidence in you and paves the way for a long-term business relationship. It
helps you learn what makes your customers tick and what kinds of challenges
they face in their work.
Naturally, that trust has to be earned. You must
present your case clearly and with confidence, take note of your customer’s
replies (and actually remember them next time!) and after the meeting promptly
deliver what the customer expects.
