Problematic Prospects: How to Handle Them With Finesse

Today we tackle a sticky subject – problematic sales prospects and how to handle them without losing the sale (unless they are REALLY problematic…) We’ve identified these six types of problematic prospects: Control Freaks – people who absolutely NEED to control the process. It’s their way or the highway. Know-it-alls – they know your offering better than you (or at least think they do) Disrespectful of your time – Taking calls during a meeting, showing up late (or not at all), leaving early, etc. Overly skeptical – 80% of CEOs don’t trust marketers, making earning that trust something of a challenge. Little white liars – Folks who act like they’re buying, but are only trying to get a bit of free consulting. Negotiators – Negotiation is normal, haggling something down to the nth degree for anything and everything isn’t.