“Proper expectations can set the table for a long and fruitful relationship.” – Jack Wilson in today’s Tip 727
Have you set a proper expectation?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from my friend Jack Wilson. Here he is:
Jack Wilson: What’s up Daily Sales Tip Community. I’m back with another series of tips and it’s going to be great. Seriously. Not just because I think they’re awesome, but because I’m going to break down a framework for providing great experiences for your prospects and customers alike. Let me explain, well, my wife and I were expecting our first child. We had to stay overnight at a hospital for a false alarm. Don’t worry. She’s fine. They both are. During our stay though. We experienced what I’m sure many of you have when going through something similar, we were frustrated. Often left wondering questions, different questions that we had about what the next step were, what exactly was the plan, and how long were we going to be there. Questions that for the most part remained unanswered for long periods of time. And this caused us a lot of undue stress, worry, and doubts.
It got me thinking, how often do we do this to our prospects or our customers in sales? When we set goals, we try our best to make them smart by having specific measurable action-oriented goals that are realistic, and time-based, we’re able to better control our controllable. And as a result, achieve at a more predictable rate while minimizing the stress and anxiety that leads to burnout. But often do we extend that same courtesy to others specifically when we happen to be in the driver’s seat with some of their controllable, do you think that your prospects ever have questions like my wife and I at the hospital? Or have you set the proper expectations?
Introducing great expectations. Like smart for goals. It’s a framework for setting expectations that lead to best-in-class experiences, whether you’re walking a prospect through the buyer journey, onboarding, or you manage a book of business and you’re tasked with nurturing the relationship. Setting proper expectations can set the table for a long and fruitful relationship.
Over the next five weeks, I’ll break down each aspect of GREAT Expectations. They are G – Granular. Are the expectations granular enough in detail? R – Reasonable. Are the expectation set reasonable and achievable? E – Explanation. Have you broken down the Hows, Whats, and Whys of the plan? A – Alternatives. Have you provided alternatives if the best-case scenario doesn’t pan out? And lastly T -Timeframe. have you provided a time range that you’ve mutually agreed on that can be met for both the concrete, next steps, as well as the process on the whole?
So stay tuned to the daily says tips podcast, or as an alternative, you can follow me on LinkedIn where I’ll be breaking down the concept and looking forward to hearing your feedback and learning how you create GREAT expectations.
Scott Ingram: Do yourself a favor and make sure you get connected with Jack on LinkedIn. Not just to follow along with this series, but to see some of his other posts. He’s consistently sharing great insights. For a link to that and more, just click over to DailySales.Tips/727
Then make sure you’re subscribed to the podcast so you don’t miss the next tip in this series next Friday, but also come back tomorrow for another great sales tip. Thanks for listening!