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How do we handle an unethical customer? One who says he would do anything to make money on a job, or to get a job?

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Dave Kahle
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by Dave Kahle

Fortunately you are not responsible for the ethics, or lack thereof, of your customers. The short term answer is that as long as your customer doesn't encourage you to participate in his greed-at-all-cost philosophy, it's a non-issue. Just make sure that you don't get tempted to sink in the mud with him.

Having said that, it has been my experience that people, and companies, are judged by the company they keep. Over time, your customer's unsavory reputation may come to include all those suppliers who do business with him. If you are going to play with the pigs, you may end up becoming muddy. So, consider extricating yourself from this account and moving on. You don't have to sell everyone.

Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. He's authored nine books, and presented in 47 states and seven countries. To access Dave's training, insights and tools online, visit The Sales Resource Center. Visit www.davekahle.com to check out a seminar near you.

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