When A Great Client Gets Allergic To You

ali el jishi on the advanced selling podcastWe have a LinkedIn group member guest this week, Ali El Jishi from Dubai. He is in the IT Placement business and he asks a question that is familiar to us: We have a huge account in Brazil, where the purchasing lady has developed an allergy to us that we can not seem to heal. Can you please help?

In Ali’s description of the circumstance, a few things come out that he should have done – and that you can learn from – if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?

Bryan is out this week (on Spring Break…or at least his kids are). He’ll return next week.

Also mentioned in this podcast:

Negative Thinking Could Mean Better Results

Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying.

In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).

They provide insightful tips for the following sales scenarios:

  • How to handle a deal that has become stuck or stalled
  • How to handle price resistance

Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.

Also mentioned in this podcast: