FOR IMMEDIATE RELEASE

Contact: Irene Majuk, AMACOM Books 212-903-8087

Media Release

Research contained in the newly released book, "Tough Calls" gives insight in dealing with problem clients. Below are three basic findings. A complete list of all 18 findings is on the backside of this sheet. 

Client insecurity is the motivation for most problem client behavior

In the buyer-seller relationship problematic personalities motivate a small percentage of problem client behavior. Client insecurity drives most (51.2%) problem behavior according to the people who call on them. 

The most stressful client to deal with is the client who complains about everything

Problem client behaviors that are personal in nature cause salespeople and client contact professionals the most stress. 

The most common problem client, by far, is the client who grinds you on price

Three quarters (75.1%) of all sales territories report having price grinders in them. After the client who is indecisive the next two most common problem clients have to do with competition; the client who is happy buying a product from a competitor (46.7%) and the client who is buying elsewhere on relationships (44.4%). The last of the top five list is the client who loves what you say but then does not buy.  

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