Not quantity, but quality, trust, focusing on existing customers and win-win situations, we all say that we strive for these hot sales trends. A critical self-reflection, is this really so?
There is a constant danger for sellers to promise more than we can actually deliver. Why do we say to respond to the sales trends, but do the opposite? We get it, just promise your prospect a little more to reinforce your conviction a little more. But really, you're ruining your prospect with this. Do you know what causes you to promise more than reality? Try to avoid this pitfall with the tips below and deal with your current customers even more effectively.
Cognitive dissonance
When you promise a lead more than you can actually deliver, this leads to cognitive dissonance for the customer. Cognitive dissonance is a feeling of discomfort caused by the inner conflict after the purchase. The cognitive dissonance is reinforced to the extent that the seller promises things that he does not fulfill. How disappointing when you create expectations that you don't live up to! Come on, you're undermining trust! If the customer expects more from you than you can deliver, the customer logically ends the relationship despite your qualities.
Reputational
Because of this way of acting, existing customers never last long and you are always busy approaching new leads. Your existing customers leave because trust is damaged. In addition, the chance that they will recommend you in their own network is missed at all.
Golden tip for success
For those who regularly, voluntarily or not, find themselves in this situation, realize that actually fulfilling something is more difficult than promising leads something. The golden tip: Don't promise anything, but surprise your lead. Distinguish yourself by exceeding customer expectations, show that you are doing very well for a customer and that the customer is special to you. Strengthen your credibility, build trust!
Time management
Especially if it is your prospect, strengthen your behavior through time management, Administration and follow-up actions. Is there a promise to call back at 15: 00? Please do not call at 14.55 or 15.05. Unimportant detail perhaps, but essential detail for someone who is very precise and has a good command of his time management. Your credibility with these people is affected and with it the trust in your organization and products.
Play win-win
Do not score with the help of empty promises, but live according to the win-win principles. Look for opportunities where not only you, but also your customer and client can score. When you pretend to be better than you really are, this then leads to lose-win or win-lose. Stephen Covey quotes that this is the same as a " green soap slope, where with fighting you slide down quickly but have difficulty climbing back up.” By meeting the other person's advantage and letting him (also) score, he will also grant you your happiness next time.
Communicate your proposition
In addition, try to define your products and services as clearly as possible. Make sure your proposition is crystal clear, know the difference between you and your competitors. Communicate with your account managers and your fellow salespeople about the proposition, so you can be sure you're going with a consistent and strong story. This prevents you from promising more than you can actually deliver.
Conclusion
Avoid your pitfall by being meticulous, strive for win-win situations in your contacts and consistently communicate your proposition to your colleagues. good luck with striving for the trendy sales trends!
