From the course: Dealing with Difficult Clients in B2B Sales

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Finding connections and building relationships

Finding connections and building relationships

From the course: Dealing with Difficult Clients in B2B Sales

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Finding connections and building relationships

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As I mentioned earlier on, most people are nice, most people in a comfortable environment, not under stress at home with their friends and family are nice people, friendly, chatty, enjoy a good joke. So it's the stress of a bad situation that generally turns people into difficult clients. The stress of deadlines or their boss getting angry, failing to deliver, not turning a profit and so on. So doing our best to remove the stress is one thing that's hopefully sorted by our solution and how we position it. But we can also help relieve some of their stress by simply building a better connection with them. If they're taking their anger out on you, then that means they've forgotten that you're a person, a human being with feelings and emotions. They're treating you like a machine and hence getting frustrated with the result. So, if we can find connections with these clients, then they'll let their guard down a bit and probably be nicer to you. And how do we do that? We can either hunt for…

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