I think it's safe to say that most sales professionals would rather deal with a warm friendly prospect over an unfriendly one. When you do deal with an unfriendly prospect, and you will, remain consultative and even-keeled. Your professionalism will usually pay off because there is generally very little competition for the difficult prospect's time or business. Also, once a difficult business person becomes a customer or client they are often some of your greatest supporters.
© 2009 Successco
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