Successful salespeople prioritize delivering on their promises from "summary" of Making Major Sales by Neil Rackham
One of the key principles that distinguish successful salespeople from their less successful counterparts is their unwavering commitment to delivering on their promises. This commitment is not just a matter of professional integrity, although that is certainly a part of it. Rather, it is a strategic imperative that underpins the entire sales process. When a salesperson makes a promise to a potential customer, whether it is a promise to deliver a product by a certain date, provide a specific service, or meet a particular need, they are essentially making a commitment to that customer. Failing to deliver on that promise not only erodes the customer's trust in the salesperson but also undermines the entire sales relationship. If a salesperson is not able to deliver on their promises, the customer is unlikely to view them as a reliable and trustworthy partner in the future. Successful salespeople understand that their credibility is...
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