Setting Sales Expectations

Great questions require detailed answers. Here is my answer to this question:

Question: I seem to be struggling with is the end part of closing the sale and negotiating with prospects.

Answer: Closing isn’t an event that magically appears. In my book, I dedicate an entire chapter to closing titled ”Closing: The Complex Road to Gaining Commitment.”  It is the culmination of a series of small wins throughout the sales cycle.  Many struggle with the “end part” because it is their agenda to close the deal but not necessarily the prospects agenda to close the deal. That’s when the salesperson sugggests discounts and ties the prospect in a headlock where there is a need for negotiating. If there is deep qualification along the way and the needs uncovered include a business “pain” the role the salesperson has is to help the prospect realize the impact of the pain and persuade them to realize each day that goes by,  the pain will increase.

Salespeople are so busy trying to predict buyer behaviors that they don’t take the time to set expectations for what they want out of the sale. Here are 5 simple expectations the salesperson can set up along the way to ensure their deal will close:

1. Set expectations you plan on calling deeper and wider and your deal will not be “contact-centric” but “company-centric.”

2. Set expectations you will ask questions, provide advice, educate and be seen as a “trusted advisor” and not a vendor.

3. Set expectations your goal is to help solve their business issues so understanding what keeps them up at night is your priority.

4. Set expectations to not expect a discount in order to close the deal- instead provide them with added value.

5. Set expectations they must be ready for your product/service and must prepare and do their homework.