Coping with tough customers

05/7/2013 | Inc. online (free registration)

Some customers try to demand large concessions from your company right before a deal is set to close, but you shouldn't cave, Geoffrey James writes. "If the deal disappears, it was never real in the first place," he writes. James explains how to deal with other types of challenging customers, including those who ask you to behave unethically, lack a real intention to buy or have less influence than they claim.

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