It's usually a good idea to get a second opinion before you
undergo major surgery. The same holds true for giving up an account
due to a personality clash.
Most of us aren't very accurate when it comes to judging our
own popularity. Those of us with low self-confidence think nobody
could possibly like us, while those with giant egos are sure that
everybody does. This problem doesn't get any easier with
customers, many of whom are playing hard-to-deal-with as part of
their buying procedure.
That's why it's a good idea to ask for a second opinion
before you give up an account. The first and best source for that
opinion is probably your sales manager. Second would be a senior
salesperson or an experienced colleague. Ask them to call on the
account with you, but only to observe, not to present. Their
experience and knowledge of human nature helps them pick up
personality conflicts.
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Excerpted from Creative Selling: Boost your B2B sales