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Sales-Meeting-Minute

Are you dealing with difficult customers?

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life.

WHY does that client seem to be determined to drive you insane? It's your fault ...

Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend. She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door.

WHY does that coworker seem determined to drive you insane? It's your fault ......

Every Tuesday morning the boss has a "mandatory" meeting to review your prior week. You hate the meeting, and your boss is an idiot (and you know the feeling is mutual.)

WHY does the boss seem determined to drive you insane? YES! It's your fault ......

People deal well with people they like, are like them and like them back. That means that unless you work at it, 75% of people don't like YOU!

Are you "reading" them and listening? Probably not. The four personalities, DISC, are always at work and you ignore them at your peril. The Demanders don't like chit-chat and they can only win if someone loses. The Integrators need affirmation that you really like them and they require a "win-win" to get along. The Steady relators reject you if you are not on the team and they are linked to the details and they will throw themselves under the bus for you and you don't appreciate them! The Calculators believe in the numbers and don't like to lose. They need to win, and they don't care if you win or lose (that's your job) and they don't like you trying to find out personal stuff. AND SOMETIMES each personality can be distressed. "Not OK" people can only be "Ok" by seeing someone worse off than them, and you are the only one in the office!

Want to convert these difficult people to your side? Read them, listen to them, and rescue them. If they are not OK, be less OK than them! Check your ego - be emotionally detached always. Match and mirror their body language and tonality. It is very hard - very worthwhile and very profitable!

 

Copyright 2014 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or view his website at www.glennon.sandler.com

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.



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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com




[email protected]
1-866-645-2047



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The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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