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How do you handle this?
Try something radically different, in terms of entertaining, than what you have done before. Create an opportunity for your customer to spend time with you and your spouse/significant other in an entertaining and non-threatening venue.
Here's an example from my experience. One of my highest potential accounts was presided over by a middle-aged lady who just did not like me. I spent a fruitless two years trying to make some headway in that account, but was constantly rebuffed.
At that time, my company had six season tickets to the University of Michigan football games. When it was my turn to use them, I invited that lady and her husband, as well as one other customer with whom I had a much better relationship, and his wife. My wife accompanied us, for a party of six. I know my "cold customer" would not have come, had it not been the one time in her life where she and her husband would be able to see a U of M football game live.
It was a glorious Fall afternoon, and we did it right, with a tailgate meal preceding the game, and a several rounds of drinks following the game. Because my wife was with me, it took a little of the edge off the tension that existed between us. As the afternoon moved on, the tension faded away. At the end of the afternoon, we had become friends, with a mutual respect for one another.
Business began to grow from that point forward, until that account become one of my best.
So, option one
Dave Kahle ( www.davekahle.com ) is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 500 articles, a weekly ezine, and five books. His latest is 10 Secrets of Time Management for Salespeople.
He has a gift for creating powerful training events that get audiences thinking differently about sales. Dave Kahle's "Thinking About Sales" Ezine features content-filled motivating articles, practical tips for immediate improvements, and helpful tips to help increase sales. Join on-line at www.davekahle.com/mailinglist.html
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