RAB Insights

RAB Research Archive

Dealing with difficult prospects

Don't take their behavior personally. These customers haven't singled you out of the crowd and decided to treat you this way. They probably treat all salespeople the same. It says more about them than you. Separate the behavior from the person.

Try to avoid letting their negativity, contrariness and toughness define your response. That's something you control. Don't allow yourself to be drawn into their game.

Source: Sales author Jim Cross