If your household is anything like mine this coming weekend, it will be choc-full of kids (big and small alike) looking to consume their body weight in Easter eggs.
In these circumstances, it’s good to agree expectations. You know the sort of thing… when your beloved three-year old thinks it’s perfectly plausible to eat a wholesale box of 48 Cadbury Crème Eggs in one sitting, you have to agree exactly what she can and can’t have.
It’s the same in sales. When people share the same expectations, there are no nasty surprises, no disappointments. Importantly (and this applies more to sales than Easter eggs), understanding each other’s boundaries helps build respect.
I’ve been thinking a lot about expectation-setting over the past few weeks, and want to share some of the questions I often use to manage a prospect’s expectations. Here’s hoping your teams will find value in them, too.
Situation: You want to stop the prospect cancelling your meeting.
Expectation-setting question: “To help me plan my week, should I treat this meeting as confirmed?”
Situation: You want to be clear whether the prospect is interested or not.
Expectation-setting question: “If at the end of this call you decide this isn’t a good fit, are you comfortable telling me that?”
Situation: You want to know whether the prospect is asking for literature simply to get you off the phone.
Expectation-setting question: “I’ve noticed some people request literature rather than tell me they aren’t interested. Is that the situation here?”
Well I hope that helped, please get in touch if you would like any advice or more information, on 0844 2477789 or email@example.com.
Lorna is the Managing Director of The Sales Activator® Ltd