How to Deal With Difficult Clients in Sales

About Robert Terson:

Robert has been a sales professional his entire adult life. After 40 years in business, he retired in 2010. Today Bob writes, speaks, and does some limited coaching and training. He blogs regularly on how to sell fearlessly. His book, Selling Fearlessly, released in October 2012, has received rave reviews.

Robert Terson’s Advice for  Sales!

Robert Terson believes that salespeople do carry a lot of fear with them. They feel nervous about making prospecting calls or cold calling people and even some are nervous about talking. In short, they carry a lot of fear, especially the 80% of them who only do 20% of the business. This leads to an overabundance of fear in our business and people should understand that they should overcome fear to become successful in selling.

• Nowadays, it is hard to get people’s attention, especially when buyers are becoming so good at avoiding being contacted. You need to show people that you are different and not just another prospect. So how to carry forward that?
• What are some of the ways that you can put yourself on equal footage and ensure that you have the respect of the person you are interacting with?
• In today’s world, there are so many shiny new toys out there and we are living in a shortcut culture where everything is quick and easy; diminishing the idea of work ethics. But it is a fact that if you put hard work in your every step, you can easily do better than 90% of the other people that don’t believe in putting the hard work in.
• One of the greatest values that you can create for a prospect is to uncover either an unforeseen opportunity or an unforeseen problem.
• Why there is a need to be curious about the business in general and how it can help you gain better results in the wrong run?

What Strategy Should One Keep In Mind While In Sales?

According to Robert Terson, three things help in enhancing your sales. He describes it with the three sides of the triangle. One side of the triangle is the mental attitude of the individual, then the other side is working habits and the last side stands for knowledge and salesmanship. A triangle is geometrically a very solid figure so if all the angles are connected and all the sides are strong, you can easily proceed in the right direction.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.