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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...
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