“Starting off with what they hope to get out of it might be an interesting take on something we probably all been doing for years.” – Christine Rogers in today’s Tip 664
How do you set expectations in your sales process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Christine Rogers. Christine is a seasoned sales and marketing leader with over 15 years of recruiting, hiring, training, and managing high-performing sales teams. She’s currently the President and COO of Aspireship, a platform designed to train and match-high potential sales candidates with great SAAS companies looking to hire. Here she is:
Christine Rogers: Setting expectations. You know, we do a great job of setting expectations in the sales process. We start every call, every zoom with a quick overview of where we’ve been and where we want to go set up expectations for, you know, if all goes well, this is where we’ll end up at the end of this conversation.
But what about the expectations of our prospect the most, the last time you asked them what they think about this call, what their expectations are and what they’re hoping to get out of this specific conversation, or more importantly, what are they hoping or expecting about onboarding or timing or ongoing client management? What does that mean for them?
I think we might be missing something here. I know that it’s critical for us to set the tone and really control the call and control the process in a way that feels good for the client and for the prospect. But I think maybe starting off with what they hope to get out of it might be an interesting take on something we probably all been doing for years.
Scott Ingram: To learn more about Christine and Aspireship and to connect with her on LinkedIn. Just click over to DailySales.Tips/664 and we’ll have everything for you there.
Then, make sure you’re subscribed to the podcast so you never miss an episode and come on back tomorrow for another great sales tip. Thanks for listening!