Over-Promise Under-Deliver: the Biggest Sin of Salespeople and How to Avoid them in 7 Ways

Interview any customers and they will tell you that Over-Promise Under-Deliver is the number 1 reason that they don't trust and like salespeople. In fact, over 55% of salespeople that we trained confessed that they have to resort to Over-Promise Under-Deliver in their bid to close the sale.

If you too want to have long-term relationship in business, you need to avoid Over-Promise Under Deliver at all costs. The following are the 7 Ways:

Know Your Product and Your Customer's Expectations Well and you will only be promising what your can deliver;
Lead the customer and not let him lead you. Many a times customers lead salespeople to say yes to their requests and that's how over promise happen. Instead a salesperson could take back control by simply asking a question like, "What do you think?"
Deliver + 1, that is, over deliver on your promise and you'll end up with "Over Promise, Over Deliver"
Go the Extra Mile, better than Deliver +1, just do more than you promise without any thought of compensation and your customers will be touched by your sincerity;
Control Your Delivery and make sure that they can meet up with what you promise;
Frame Your Customer's Expectations and let them know that you prefer to be conservative and promise less so that you can focus your efforts on the delivery and not making promises;
Systematically Upgrade Your Delivery. Because we know that customers' expectations are rising, you need to upgrade your delivery constantly and consistently. Like Google's Android system and Apple's iOS systems, they have upgrades more than once a year.

By Andy Ng, Sales Coach of Asia Trainers, details at here www.asiatrainers.com/SeminarsList.php

Comments

If Not You, Who Else?

I learnt this very powerful 5-word phrase from Singapore's highest ever box-office movie ever: "Ah Boys to Men II". In one scene, the recruits were about to start their 3-day field camp. Their Officer-in-Command asked them, "Before we moved out, anybody not feeling well?" All the soldiers replied loudly, "No Sir!!!" "Gentlemen", continued the Officer, "Every time the training gets tougher, one thought comes to your mind, 'Why Must I Serve National Service?' "My answer to you is, 'If Not You, Then Who Else?'" Wow! What a powerful phrase! If Not You, Who Else may mean: You are the most suitable person, and we can't find anyone better than you. This is appreciation at the highest level How can you push this responsibility to someone else? I am making a request to you specifically, please don't reject my request Can you find me another person more suitable than you? Please refer me anot...

No More Panting Since Changing My Mobile Number: Mobile Numergology Power

Kindness as a Way of Life: How Kindness can Reward You 6 Times Over

Kindness as a Way of Life by Andy Ng Kindness is a universal language that transcends cultural boundaries, enriches human connections, and has the power to transform lives. It goes beyond mere acts of charity or random good deeds. To me, kindness, when practiced as a way of life, becomes a profound philosophy that can shape our interactions with others, the world around us, and even our own well-being. In this article, we will explore the multifaceted aspects of kindness as a way of life, touching on non-violent communication, the limitations of traditional charity, the potential harms of helping, the deliberate cultivation of kindness, and the incredible rewards it brings. 1. Non-Violent Communication Non-violent communication (NVC) is a key component of practicing kindness as a way of life. Developed by Marshall B. Rosenberg, NVC emphasizes empathetic communication that seeks to understand and connect with others on a deeper level. It encourages ...

Business and Money Tips

Search This Blog