3rd quality of the best salespeople: Knowing how to manage expectations perfectly
The ability to manage expectations cannot be missing from the list of qualities of a good salesperson.
Before every call, email, or face-to-face contact, a successful salesperson clearly defines expectations in detail. Reaffirm why you are there, what the topics are to be discussed, as well as the results and next steps. To gain trust, never promise or sell something you cannot deliver because sincerity is your best weapon. The best salespeople clearly explain the benefits of what they sell, but they never promise anything they cannot deliver.
Providing value is not promising heaven
, but rather understand what the client needs and know how to express it in your proposal. If this is not the case and your proposal cannot meet the client's requirements, admit it and face it. Sincerity is always the path to success. At this point, you may be interested in
This article where we talked about how to approach negotiation in a sales process
, check it out.
How to master the art of managing expectations:
Don't make assumptions: Don't assume the customer knows when to expect something, leave enough room for them to ask questions. Make sure you're giving them everything they need to move forward in the process. Use all the necessary types of information (customer testimonials, helpful buyer's guides, etc.) to close the deal.
Communicate clearly – this takes time to master, but listen to your call recordings, take careful notes, start drawing conclusions and drawing patterns. If you’re struggling to keep a conversation going with a potential future client and keep them engaged, or your presentation isn’t really engaging, these techniques will help you improve your future conversations.
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