Always deliver more than expected from "summary" of Selling the Invisible by Harry Beckwith
When clients hire a service provider, they have certain expectations in mind. These expectations are based on past experiences, recommendations, and the promises made during the selling process. However, exceeding these expectations is what truly sets a service provider apart. It is not simply about meeting the client's needs but going above and beyond to surprise and delight them. One way to deliver more than expected is by anticipating the client's needs before they even realize it themselves. By truly understanding the client's business and objectives, a service provider can proactively suggest solutions and offer value-added services that the client may not have considered. This level of attentiveness and foresight demonstrates a deep commitment to the client's success and fosters a sense of trust and loyalty. Another way to exceed expectations is by consistently delivering exceptional quality in ever...
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