Set Expectations Early with Prospects

May 4th, 2010

Many salespeople assume that the buyer has the same expectations that they do. They tell the prospect about their product or service, see if there is a fit, and then they sell the product. Problems can arise from this because the buyer often has an agenda that rarely matches the salesperson’s agenda.

The buyer is looking out for his own best interest and often views the salesperson as a threat. It’s not uncommon for buyers to think that salespeople are trying to convince them to buy the most expensive product they have. When they feel this way, their goal is to undermine the salesperson by proving that they don’t need the product or service.

To avoid this problem, set expectations early with your prospect to ensure that you are both on the same page.

Many salespeople feel they can’t just lay out an agenda and expectations because they fear it will upset the prospect (or scare him off).

To put him more at ease, tell him that you want to speak with him about your sales process. Invite him to share his agenda so that you have an idea of what he wants to cover. This enables both of you to create an outline that satisfies both parties. Instead of the prospect looking to find a hidden agenda, he is following a plan the two of you have set. You become teammates working together to satisfy a common goal – to discover whether or not your product or service is a good fit.

Sandler Systems, Inc. All rights reserved.

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