Are you tired of being overpowered by difficult clients in your corporate sales meetings? Do you struggle to stay calm when faced with challenging clients who seem determined to contradict everything you say?

You’re not alone. Today, Nikki shares confidence tips specifically for women dealing with know-it-all clients. She breaks down what you can do to set yourself apart and set yourself up for success even when they may have a bit of a condescending attitude. 

Use these strategies to turn a challenging situation into a win for you and your client! Learn how to establish power and take control of the meeting from the start. 

You'll discover how to ask powerful questions that keep you in control and learn a foolproof strategy for defusing hostile behavior without getting defensive.

Nikki also explains why "selective amnesia" might just become your new best friend in managing difficult clients within corporate sales. Along with a personal story about a challenging client that taught her one of the most valuable lessons of her career.

Whether you're a seasoned corporate sales professional or just starting out, this episode is packed with practical advice to help you navigate difficult clients with confidence and ease.

Tune in to learn how to turn tough corporate sales situations with difficult clients into opportunities for growth, stronger relationships, and ultimately, bigger deals!

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

 

In This Episode:

[01:38] Establish your authority. Ask permission to lead the meeting. Pre-frame the call to take the lead in the meeting. 

[02:18] In order to make this meeting productive, can I start with a few questions?

[03:08] Establish your expertise when asking a standard question. 

[04:24] Acknowledge and allow them to share their expertise. You can also ask about expectations.

[06:17] When you ask questions the person answering is the expert at that moment.

[08:58] Nikki shares a story about her early career where she was able to stand in her place of credibility and speak about her product and solutions, while still giving respect to their knowledge base.

[10:51] Always take a step back and get curious. Ask yourself if you've created an environment of safety.

[13:09] Nikki shares a strategy for turning a prisoner into a learner.

[14:11] If you can be curious and create safety, a lot of times you can win these people over.

[14:49] A polarity response is when someone takes an opposing view to what is said. For some people, this has become a behavioral trait.

[15:51] When someone shows up with a polarity response, you need to be able to switch your language. You can find training about this in the Sales Maven Society.

[18:29] For a polarity response, use something like I'm not sure you'd be open to this.

[19:11] Getting defensive is the worst mistake that you can make. Look for ways to be curious and show it in your body language and your questions.

[20:47] Selective amnesia is where you say what you need to say, but then next time you talk to this person you're fine. 

[25:15] Boundaries create safety.

[26:05] Set yourself up for success by changing your language with polarity, bringing selective amnesia when needed, changing the way you frame questions, and pre-framing at the start of the call.

[27:02] It's okay to bless and release. Then use that energy to find your next client.

 

For more actionable sales tips, download the FREE Closing The Sale Ebook.

 

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Nikki Rausch

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