Old movies used to have spooky music announcing when the monster was about to enter the scene. Or the bad guys in Westerns were the ones with the black hats.
Wouldn’t life be simpler if we got these kinds of clues before taking on toxic customers?
In reality, there are ways to get the advance warning you need, when you ask the right kind of questions up front.
Some questions you can ask a prospect to suss out whether you are dealing with an evil villain:
- “Tell me about why you are considering a new provider?”
- “How would your other suppliers/vendors describe your company as a customer?”
- “What are the most frequent requests you make of your current suppliers that frustrate you?”
Consider the answers carefully, and remember that toxic customers can drain away profit margins and steal time you could use to get better customers.
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