How Do YOU Handle a Dumb Customer?

Last Updated Dec 9, 2009 2:38 PM EST

SCENARIO: You're selling an office automation system to a bureaucratic organization inside a large company. You strongly suspect that giving them an automated system will only make it easier for them to waste time and money. The customer, as an entire firm, is already on the ropes financially. You strongly suspect that your system, when installed, might gum things up to the point where they'd go under.

You've warned them of the dangers involved, but they still want to buy. What do you do? Here are your choices:

  • Close the Deal. It's not your problem that the customer wants a product that will probably make things worse. If they think they want it, so be it.
  • Walk Away. Exit the account gracefully after explaining that your company can't really help them. You don't want to drive them out of business.

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