You may not admit it, but at one time or another all of us have been difficult people to other people.
It is vital to see if you are in a situation with a difficult person or if you yourself are beginning to be one. The first solution to any problem is recognizing the problem.
Most times, difficult people do not realize they are difficult. They do not see that they are demanding too much from other people. They think their attitude is just normal. Likewise, some of their victims may not see that they are dealing with difficult people.
It is vital that at this early point, we grasp the fact that avoiding difficult people does not solve the problem in question. As earlier mentioned, these people are everywhere. There is no privacy they cannot invade.
Ironically, the more successful you get the more difficult people you have to meet and cope with. Coping with difficult people might even be considered an essential skill to getting and staying successful in your life.
If you enjoy sailing in the sea you have to get used to its moods. The key is not to stay out of it but to learn to sail smoothly through thick and thin.
Likewise, it is learning how to deal with a difficult person that gives you smooth sailing amid a storm.
Once you master this, difficult people will start liking you.
So what makes a difficult person difficult?
Everyone out there is fighting a life battle of some kind. The battles may be fierce or mild. Different people have different stress tolerance. When people reach a state of high confusion and overwhelm, they become difficult. They, then, unconsciously project their frustration on you.
As a psychologist, my business is actually in dealing with difficult people, trying to make them less difficult. Once people become aware of their own inner pain, they begin to see how they bludgeon others with it, often unconsciously. Their lives are falling apart because they are critical, judgmental, and hostile to themselves and other people. Everything I do in a session is designed for only one purpose: to make them self-aware.
Given this opportunity to see other people more deeply, I have found the best way to stay objective enough to help them is to follow the advice of Don Miguel Ruiz, a brilliant Toltec philosopher.
He said that everyone is living in their own dream, their own version of reality. You have to understand that everything they are saying about you is only a projection from that state of unawareness. In fact, they do not see you at all, only their interpretation of what someone like you means to them. Thus, he advised, do not take things personally.
If you base your values and your meanings on someone else's point of view, you have merely traded in your own uniqueness and become imprisoned in their dream. You are letting them define you. No one can truly understand you for they do not know you well enough to do it.
Once you really get this perspective, you can allow yourself the freedom to see them as upset about something that has nothing to do with you but over something that is bothering them. They are experiencing something about you that does not even exist in your reality.
Often, too, they do not even use the same words in the same way you do. Let me give you a simple example of the often invisible linguistic barrier that arises between people. Yesterday, I was having a discussion with someone about the subject of consciousness. She argued that it had no value for her. This was puzzling to me because what I was witnessing was a being that was animated because of consciousness. After some investigation, I finally understood that she had narrowed the word down to mean "figuring things out." Thus, while I was defining the word as "sentience, life-force, and awareness," she was defining it as "limited, circuitous thinking."
Thus, even when two people are discussing what appears to be the same topic, they are actually talking about two completely different things. Each in their own minds is convinced that they are correct because each is viewing something that is perfectly aligned with their own precepts and vision.
The best way to cope with difficult people is to not take what they have to say personally.
If this does not make sense to you, consider the following.?
Difficult people are difficult because:?
(a) They project their inner pain on you; and you just happen to be at the wrong place at the wrong time.
(b) They do not even experience you as you are; but only interpret you a certain way because of their limited experience of you.
(c) They do not even see you as you are; but are only caught up in a dream state of what someone like you stirs up in them.
(d) They do not even hear the words you say; but are only interpreting the meaning of your words according to their own hidden definition.
Thus, when you really look at it deeply, it is not wise to take things personally. Once you remain free of getting stuck in their view of you, then you can intuitively understand how to cope with the situation.
How To Handle Difficult People
It is easy to blame the other person. They are the ones that are difficult. But, the truth is, if you find someone difficult, for sure they will find you just as difficult. And, if you are difficult, they don't want to work with you. You lose the sale. They take their business elsewhere.
It is just human nature to dig in our heals when we are irritated. We get demanding. We want them to change. We want them to be like the folks we find easy to deal with. And they feel the same way. They dig in their heals. They want us to change. When we don't change, they leave. They do not buy, even if we have the perfect solution to their needs.
Selling to difficult people works best when we step back and let them set the stage for our sales call. Follow their pace. Give them information in the way they best understand. Speak to their needs. When we start where they are, it is more likely we will lead them to the sale.
Sally told her prospects so much, so fast, everyone was overwhelmed. She was stuck on fast forward. She truly believed the faster the sales presentation, the more sales a day she could make. Yet when she finally slowed down, she made fewer presentations but many more sales.
Howard was determined to sell the Johnson family a new computer. He had the perfect model for them. He explained all the details of the high powered chips and large memory caches. This model was big, lots of room for a variety of programs could run at the same time. Young Bill hung on every word Howard said. Mom and Dad's eyes glazed over. They just wanted a computer that would be easy to set up and use. And, they wanted to connect to on-line services. The model Howard was selling was perfect for the Johnson's family's needs. But Howard focused on the features he found exciting. They didn't understand how those features fit their needs. Finally they said they would keep looking. Howard lost the sale.
Both Sally and Howard made the same mistake. They went with their own comfort and needs, not their customers' comfort and wants. They demanded their customers change. If they had met the customers' comfort and wants, they could more easily lead them to the sale.
The easiest customers to be with are people like us. Selling to someone not like us is harder. We have to choose how to approach them.
Most fast paced, high energy sales people prefer fast paced prospects. If this prospect is task oriented, they quickly cut to the bottom line. No small talk here. Give the facts first and fast. You have what they want, they buy. You don't have it, they leave, often with a disparaging remark as the door closes behind them.
If your high energy prospect is people oriented, you may think a new best friend just walked in. They chat, ask about your family, your life, your business, but not what they are looking for. Be friendly, but take charge of the conversation. Turn the questions to what they want, how you can help them, how they will use your products. Be assumptive with your close. Tell them about your return policy to give them a way out. (They won't take it, but are reassured that it is there!) Slow paced prospects challenge fast paced sales people. Slow down! Slow both your body and your words. Be prepared with details and specifications. Focus on the product, not small talk. Don't take the penetrating, demanding questions personally. They really do want to know the subtleties and nuances. Don't let their silences unnerve you. It takes time to think through buying decisions. They need to be thorough to be right.
By taking the time to analyze just which customers give you trouble, which customers you find difficult, you will be prepared for them the next time you want to sell to them. Preparation pays off. Think about who you have difficulty selling. Then spend some time developing a script to use with them. Practice words that start where they are, and lead them to a closed sale.
Then, when you recognize one of your difficult prospects, take a deep breath, reassure yourself you know what to do, and put into action your preparation and practice.
Both Saleem Rana & Pat Wiklund are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Saleem Rana has sinced written about articles on various topics from Parenting, Travel and Leisure and Careers and Job Hunting. Saleem Rana would love to share his inspiring ideas His book Never Ever Give Up tells you how. It is offered at no cost as a way to help YOU succeed.
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