A discussion about sales, sales tips and advice, and about those who land the deal

Fourth in a series:

We shift gears with best-selling author and sales trainer, Jeffrey Gitomer, and get him to talk about a recent topic of discussion here at LandingTheDeal: When is the right time to "fire" a customer who is becoming too demanding, too rude, or two time-consuming?

Our question for Jeffrey...

What would cause you to "fire" a customer, Jeffrey? 

"My first disclaimer is: I’ve never done it. I have, however, fired internal customers. I would fire a customer for failure to keep their promises, failure to act in an ethical manner, not telling me the truth, creating unreasonable demands, not allowing us to make a profit.

 

 

"But I wouldn’t just fire them -- I would sit down with the highest-ranking officer in the company and talk to him or her “face to face,” openly and honestly, about what our challenges are. I would tell him or her that I can’t continue to do business under these circumstances.

 

 

"If there were no ability or desire to change the situation, then I would try to find another source for them -- the competitor I hate the most!"

Great advice, Jeffrey.  Now, for the sales professionals who read this blog regularly, my question for you is this: Would you have the guts to fire a customer, internal or external, who was causing you to waste time or lose money?  Most sales reps I know and have talked to wouldn't do it (make that couldn't do it).

Have the guts to keep control of your sales career, folks.  It shouldn't happen often, but when you see the need to "fire" your customer, do it...and do it the way Jeffrey recommends.