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Deliver on promises from "summary" of SPIN® -Selling by Neil Rackham
The most successful salespeople are those who consistently fulfill their commitments. When a salesperson makes a promise to a customer, it is critical that they follow through and deliver on that promise. This is not just about providing good customer service – it is about building trust and credibility with the customer. When a salesperson fails to deliver on a promise, it can have serious consequences. Not only does it damage the relationship with the customer, but it also undermines the salesperson's reputation. Customers are unlikely to do business with someone they cannot trust, so it is essential that salespeople honor their commitments. One of the key ways to ensure that promises are kept is to only make promises that can actually be delivered. Salespeople should not promise something to a customer unless they are absolutely certain that they can follow through. It is better to under-promise and over-deliver than to over-promise and under-deliver. In order to deliver on promises, salespeople need to have a clear understanding of what is expected of them. They should communicate clearly with the customer to ensure that both parties are on the same page. This includes setting realistic expectations and managing the customer's expectations throughout the sales process. It is also important for salespeople to follow up regularly with the customer to ensure that everything is going according to plan. By staying in touch and providing updates, salespeople can demonstrate their commitment to delivering on their promises. This not only reassures the customer, but also shows that the salesperson is proactive and reliable.- Delivering on promises is a fundamental aspect of successful selling. By consistently fulfilling commitments and building trust with customers, salespeople can set themselves apart from the competition and establish long-lasting relationships with their clients.
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