Читать книгу How to Be More Successful Selling Capital Goods - Christian Korte - Страница 10

MINDSET

Expectations

Your expectations also influence your inner attitude. The higher your expectations, the faster you are disappointed. For example, there are people who fly to Thailand on vacation in the summer and expect the sun to shine every day. If it is raining cats and dogs for two weeks, this expectation is very clearly not met, and you might get angry. If your expectation is to get to know a great country and marvel at its fantastic countryside and culture, you cannot be disappointed. No matter if it rains or not.

In regard to customers, before each customer visit, be clear about what your expectations are for that conversation and focus on those.

Please do not confuse the overall goal with your expectations. The expectation may be that the customer accepts the solution presented and wants a final offer. However, a top salesperson has only the goal of closing a deal. He always awaits the first strong purchase signal and will commit the deal to paper, even if the expectation was higher.

More importantly, though, is the expectation of your customers and prospective customers. Try to put yourself in their shoes and determine their expectations. Even while setting up the appointment, it’s good to ask right away, “What do you expect from this meeting?” You may learn a lot by asking this question and even figure out how to exceed their expectations. It should always be your goal to impress your clients by exceeding their expectations. If you promise a quote on Friday, send it the Thursday before. If your customer expects a solution, give them three choices. In sales, we never lose to better products, only to better salespeople.⁽⁴⁾ The one who exceeds the customer’s expectations comes out on top.

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In sales, we never lose to better products, only to better salespeople.

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(4) Dirk Kreuter, Vertriebsoffensive 2018