There is no better advice anyone can offer a new sales rep. Managing expectations is critical to sustaining successful sales. If you can set expectations low, your odds of exceeding them are greater. It doesn’t mean you grossly under sell a product or solution and risk the deal. However, if a task will take 2 weeks to complete, don’t promise it in 1 week. Instead, be realistic and account for “Murphy’s Law” to apply. You will create an opportunity to exceed expectations when everything goes well.
Don’t take license with this rule. It doesn’t mean you sandbag schedules, and over estimate efforts. You will ruin your credibility that way. It does mean that at every opportunity you consider how you can exceed expectations and “over deliver”. Besides, the opposite scenario is unpalatable – Over Promise and Under Deliver. No one stays in business long following that approach.
A UPOD approach is also a suitable rule to follow in other areas of your life. Promise your daughter and her date a ride to the dance, then show up in a limousine. Promise your neighbor you will pick up the newspaper while they are on vacation, then cut their grass too. You get the picture. In every relationship the better approach is to under promise and over deliver.
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