Curtis Howard

VP of Sales and Strategy

Setting Expectations

I find myself getting more and more finding that setting expectations is the key to maintain a long-term sales relationship. Even if that expectation sounds good now, what about in the future? Are you going to be able to live up to your word? I just had someone double their spend with me. I always like to dive deep with my clients and found out that he terminated his relationship with another company doing the same thing as me. When I asked why? The other representative managing the account "miscommunicated, misled, or flat out lied." I know I should have left it there, but I felt really good with where our relationship was, heck he just doubled his spend with me, so I asked what he "got wrong in one form or another?" The answer, timeline to completion. Craziest part, I was slower then the other guy, but, I finished early. The other guy finished late with the expectation he set at the start! What do you find helps form and maintain a long-term sales relationship?

✍️ Sales advice

🤔 foodforthought

5

11 comments

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FoodForSales

Politicker

7

AE

Curtis - nice rant but next time break it up into paragraphs.

oldcloser

Arsonist

2

💀

Would make a post like this so much more enjoyable for the fucking reader.

0

VP of Sales and Strategy

noted

jefe

Arsonist

1

🍁

Line breaks are everyone's friend.

Although they're pretty broken when it comes replies on desktop.

0

VP of Sales and Strategy

fair

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Asking questions about what has gone wrong in addition to what they want is a solid tactic for sorting out what to, and not to, do.

CuriousFox

WR Officer

2

🦊

To me it sounds like you are eager to learn from mistakes of others so you can avoid the same missteps 💯

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Oh, always. Also learning about what someone hasn't had success with before: I can discuss how what we do is better. Or I can avoid falling into the trap of talking about something they don't care about or never would use again.

FinanceEngineer

Politicker

1

Sr Director, sales and partnerships

You can get it done fast, cost effective, and with quality. You can only do 2 though. As long as you align what the client cares about, then you are set. Being on time is better/same as fast.

Justatitle

Big Shot

1

Account Executive

One giant run on and I read the first 3 words then came here. Setting expectations is quid pro quo, I do this for you this is what I generally expect from you.

tonythetiger

0

Enterprise Account Manager

This makes me think of 2 things.
1. "I prefer correct communication over quick communication" - direct quote from a customer i worked with recently.
2. great sales book I read the JOLT Effect has a chapter that touches on this. copied the below snippet from this posted summary here https://sellingsherpa.com/index.php/2022/09/29/the-jolt-effect-book-summary/
"The first is setting expectations. High performers focus less on “maximum impact“ — that is, what is theoretically possible — and more on setting realistic, “believable impact“ expectations early on.
Always better to underpromise and overdeliver. High-performing reps proactively suggesting to customers that they start smaller than perhaps even the customer wants.
The best reps sell more over time and build stronger customer relationships by starting small, not by going as big as they can right out of the gates."

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