"Statistics suggest that when customers complain, business owners and managers ought to get excited about it. The complaining customer represents a huge opportunity for more business." Zig Ziglar
Selling Difficult Clients
Problem clients can drive you crazy, and sap the energy out of an organization. But in business, problem client behavior is often intentional, designed to gain a reaction. The problem client may want a lower price, more personal attention, or just sense that they are in control of the relationship. But problem clients often care more deeply about doing business with you to the point they are willing to fight for doing it their own way. Every salesperson has a story of a problem client who ended up being among their best and most loyal customers.
Josh runs workshops where salespeople find solutions to sell their own worst clients and gives a motivational keynote speech on how some legendary sales were made by finding the opportunity in difficulty. Some of the stories:
The music industry is full of difficult customers but Brian Epstein, The man who sold the unknown British rock group "The Beatles" to their first recording contract found opportunity where others did not.
Dr. Martin Luther King found opportunity by transforming his "I Have A Dream" speech from a largely negative, pitch advocating a congressional bill to a spontaneous positive vision that moved a nation.
The sales story behind the stardom of Marilyn Monroe. Contrary to some, the casting couch had little to do with her success, instead, she found unusual opportunities to promote herself that others missed.
These stories are fun, instructive, and memorable.
"Opportunities are usually disguised as hard work, so most people don't recognize them." Ann Landers
"A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty." Winston Churchill (1874 - 1965) British Prime Minister
