We all have been faced with a situation where we are dealing with a customer that we want to get rid of. Yes, I am talking about deliberately firing a customer for various reasons. Either they are slow pay or no pay, have unreasonable service requests, just over demanding, or a myriad of other reasons. Your management teams sometimes help you in creating arbitrary lines of disengagement such as; sales at or below this target, profitability below this target and so on.
Stephen Covey “Look for that win-win”
As professional sales people, ask yourselves … “what can we do better to make this relationship better?” … “what am I missing?” … We are fairly sure that it is partially our own company’s fault, right? Over and over, we put on our suit & tie, and go out year after year to try to improve this relationship and make it better for all. We look for that elusive win-win!
There are bad people in this world, and there are bad customers! Yes folks, we have to accept the fact that we can’t help everyone. We need to realize that our time, effort, and our company’s assets can be better utilized with other customers. We have to ask ourselves if our time can be better spent cultivating other customers and prospecting for a better match.
There isn’t a formula for this decision. Usually an objective analysis is needed for both the sales and management teams to see what is obvious to outsiders. Kole Performance Group can offer you and your group this type of objective analysis and coaching expertise. If you have a problem, let us take a look.
We can help you determine if you should “fire em'” or “fire-em up!”