Top 50 Traits of Great Salespeople #37: Great salespeople view problem customers, even dissatisfied customers as opportunities to create fanatical fans.
I always tell people to look at their problems as opportunities because one of the most basic truths in life is that problem-solving is success. If I have problem customers (people who give me a hard time during the buying process), or dissatisfied customers (people I have sold but are unhappy about what they received), then I know this is where I can create the most ardent admirers.
If I show that I am willing to go above and beyond where my competitors decide to stop at, my customers will be the people who are more likely to be sold and more likely to buy from me because I have exceeded any and all of their expectations.
Obviously, I don’t want every one of my customers to be problematic, but what it comes down to is this: if there’s a problem, my success is reliant on my ability to provide solutions for them.