Written by Hamza Jouda, Jan 26, 2018
0 Comments | 464 Views
Be honest about customer expectations in sales process – don’t over promise
I can’t stress how important it is to set expectations right from the get-go with your salespeople. There is nothing a customer hates more than a company under delivering. When your sales guys set expectations so high and you can not deliver, that’s when you run into problems.
A great example I like to bring up is SEO (Search Engine Optimization) companies. There is such a bad rep about these guys just ripping people off left, right and centre. But at the end of the day, a lot of the time it’s the sales guys (or biz owners) who are setting expectations far too high.
Comments like, ‘you’ll rank first-page google’ are common practice and when they fail to deliver, the customer is unsatisfied, complains and cancels.
Think about a particular service that you have chopped and changed providers frequently. Ask yourself, why did I leave the last company. 68% of the time, it will be because their service did not live up to your expectations.
Be honest, and set accurate expectations early to stop customers leaving later.
This article has yet to receive any comments.