13 Difficult Customers (and How to Cope With Them)

12 of 14

The Roadblock

He invents reasons to say NO! because he might get blamed if the deal goes through but then goes south.  Typically found in corporate legal groups.

How to Cope: Get him involved at the beginning of the sales cycle so that he can raise his objections (and you can answer them) long before they gum up the deal.