Every salesperson has felt that rush of adrenaline—and, let’s face it, dread—that comes when selling to a tough prospect in B2B sales. These prospects are pushy and sometimes even rude, making demands like, “What’ve you got for me? Let’s make this quick!”
But no matter how these customers make you feel initially, they often turn out to be some of your best prospects. Why? Because they tell you exactly what’s on their mind, and they won’t lead you on or waste your time.
