Thanks for reading my piece on how our customers trick us and give us painful ulcers!!
They cause us to lose our cool and use the foulest of language when the boss asks if we nailed our budget…and we didnt!! (NOT TO MENTION WE LOST THE COMMISSION!!!! Man!!!)
ready for this one folks….
DIRTY TRICK #2: The Unreasonable Requirement.
- Explanation: A requirement surfaces that makes no business sense.
- Example: “We’ll need you to stop doing business with our competitors if you’re doing business with us.”
- Their Hidden Agenda: They’re planning to concede the unreasonable point and then ask you, in return, to concede a reasonable point.
- Your Strategy: Treat the unreasonable requirement as if it’s a deal-breaker.
- What YOU Say: “Since that’s not going to happen, it sounds like you’re not really interested in buying. Is that the case?”
- What Will Happen: If the customer is serious about buying, the unreasonable requirement will “magically” disappear.
- Warning: The requirement may be a proxy for some other objection that the customer is reluctant to surface.
I am sure that most of you would have heard this from your customers…just as you believe you have generated traction with the customer, some one within the organization will come up with this gem and stump you…
You believe that all your visits have finally started to make sense, and then WHAM!! out of the blue comes this beauty…
you are in no man’s land ( apparently)- you dont want to walk away , because you invested into this lead….and right now close to the month end, this looks to be the best bet for you to get to your quotas…AND you know that the client’s unreasonable demand is potentially bad for in more ways than one in the long run…
I totally understand your classic dilemma, but GUYS believe me, just walk away from it at that very moment..
take in a deep breath, look your customer in the face, and very politely but firmly, let him know that it is unreasonable and that you would rather walk away from his business, how ever lucrative it is on the face of it. Dont forget to wish the customer the very best in his search for a better vendor or service provider.
By doing this, not only would you have protected you long term business interests, but at some level , earned he clients respect as well- because if not then, but perhaps at a later date, the client will definitely revisit this episode and will certainly see merit in your decision and you will get a call then!!