Drug testing

Handling Angry Clients

What do you do when your client gets mad at you? How do you handle this? An angry client can be one of the biggest time and energy drains on a sales person.

What you should specifically do will obviously depend on what the client is angry about. Sometimes our clients have a legitimate reason to be angry, such as when we screw up. Other times clients get unreasonably upset because they have different expectations about your business relationship.

In either case, your objective should be to make the client happy again (unless your client is so unreasonable that you need to let them go).

The first step towards converting an angry client to a happy one is to get in rapport with your client while he is angry.

This approach may sound a little weird to you. It works though, and you'll realize its true once you reflect upon your own experiences with anger. Ever been mad at a company, or another person, or a politician for example? When you were angry, how did you feel when you spoke to someone who didn't share your anger? You felt misunderstood, maybe even to the point where you didn't want to be around them, right?

Now think about how you felt when you encountered someone who shared you anger. You felt understood and wanted to be around this person more, didn't you?

? 1999-2004 Shamus Brown, All Rights Reserved.

People fundamentally want to be around others who are like themselves. We seek this all the time in all of our dealings with others. And when our mood change, we often want to be around people who are experiencing the same thing.

So then, how do you get in rapport with an angry client?

The simplest and fastest way is to match their mood, while being careful not to match the content of what they are saying. You do this by getting yourself into an emotional state similar to the client. This may be anger, frustration, or whatever word you think best describes their mood. The word label doesn't really matter. You can observe the client's mood, and you know how to create a similar feeling inside of yourself whatever the name.

Remember I also said not to match the content of what the client is saying. This is very important. In other words, you don't want to say nasty things to your client just to match them. Yes this will get you into a similar mood as them, and yes you will be in rapport. But only briefly as you watch their anger skyrocket out of control.

Instead what you want to do is say something to let them know that you are going to try rectify the situation that caused the anger. You tell them something like this:

"Jack, I know you are upset. I am upset that this situation has gotten you upset. I am going to get to work right away on..."

And remember to say this from a mood that matches their anger or frustration. Don't be all nice and comforting in your tone of voice. If you do, you'll just make them madder because they won't feel understood.

Mood matching is something you do often with friends, family and many prospects already. You just do it so automatically that you don't always notice it. By choosing to match someone, you give yourself greater influence with your clients and prospects. By matching moods and getting in rapport with an angry client, you will have greater influence over the future of the relationship.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

limousine chicago service
In The News:

Carpet Cleaning in Surrey

Like any business, carpet and upholstery cleaning requires excellent customer... Read More

Sales Marketing: 10 High Impact Ways To Improve Your Customer Service

If you want to last a long time in business... Read More

Make Your Customer Your Friend

The simplest way to describe a 'durian' (pronounced doo-ree-ann) is... Read More

How To Build a Profitable Business

It's never too soon to start saying thanks to your... Read More

First Contact: The Source of Customer Loyalty

With customers being smarter, more cost conscious, more product knowledgeable... Read More

Renewing Customer Loyalty

Every business loses customers, but not many do much about... Read More

How To Boost Your Bottom Line With Two Little Words

I hate to sound like one of those cheesy get-rich-quick... Read More

Customers Who Rave About You and Your Service

According to customer service studies by marketing gurus of the... Read More

10 Customer Service Quality Statements to Measure up Against

It might sound quick and simple, to say how well... Read More

Customer Service and The Human Experience

Historically, customer service was delivered over the phone or in... Read More

Improving Customer Service

Improving customer service starts at the top - with us... Read More

Over Deliver - The Key to Customer Satisfaction

Client satisfaction starts with meeting or beating the contractual obligations... Read More

Saying Thank You to Your Clients

"Thanking your customers" - Why you should do it and... Read More

Breaking the Ice and Winning Over the Client!

Wherever you turn these days you'll find articles covering every... Read More

Do You Want More Profits? - Follow The Golden Rules Of Providing Good Customer Service

Last night I was at my computer and a Skype... Read More

Stellar Customer Service in 10 Simple Steps

If you're like me, you've had plenty of experience with... Read More

How Do You Create Customer Loyalty?

Another sad fact of life is that these days, very... Read More

Customer Neglect

What have you done for your existing customers lately? Probably... Read More

4 Customer Service Mistakes Companies Should Avoid Making

1) Being placed on hold endlessly. Don't you just love... Read More

Losing Angry Customers

This article offers five ways to help you deal with... Read More

Finding Out Why a Potential Customer is Calling On You

Our challenge as the business owner/sales person answering the telephone,... Read More

If Everyone Thinks They Give Good Service, Why Do We As Customers Think Its Poor!

First of all let's look at what customer service is... Read More

What Every Employee Should Know About Putting Positive Phrases Into Customer Service

If you were a customer on the telephone with a... Read More

7 Bits Of Critical Information You Cant Afford NOT To Know About Your Customers

If you think customer relationship management is just a piece... Read More

Dont Forget your Existing Clients

Quest for new clients shouldn't ignore those who pay the... Read More

led light poles led street lightings Pete's produce ..