Professional salespeople and business people know how important it is to properly set expectations with a prospect or client. Doing this well is critical to the long term success of the business. Incorrectly setting expectations is an expensive lesson that can undermine an otherwise successful business.
The fine line we walk is between getting the prospect interested in and excited about the outcome we can provide without setting expectations so high that they later can’t be fulfilled leaving the prospect disappointed or even angry. Yes setting sales expectations is a two sided sword.
How do you keep yourself in the running for new business without giving away the store and creating “No win” expectations for you, your company and your client? There’s a way to use the often difficult conversations about Price, Quality, Delivery Date and Risk to your advantage and to help you set realistic expectations.
In my next two blog posts I’ll outline two tactics that can help set expectations (and more). Imagine a tool that will assist you in setting realistic expectations, help you qualify prospects, establish you as a professional and set you up to handle price objections later.
Sound good? Stay tuned for two proven tactics, The Magic Triangle & Your Risk or Mine?, that can stand alone or be used together.