Managing expectations
Sales Presentation
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#1
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Managing expectations
I was having a bit of an arg... discussion about this issue. My colleague always talks up the product massively. I feel that when dealing with a knowledgeable, skeptical customer not only can over-hyping lose the sale, it makes them real critical if they do buy it and it under performs.
If I think the buyer knows his stuff I tend to push value for money or customer service rather than insisting the product is 'all that' when in fact it is only moderate quality.
Thoughts?
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#2
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Quote:
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Originally Posted by rattitude
I was having a bit of an arg... discussion about this issue. My colleague always talks up the product massively. I feel that when dealing with a knowledgeable, skeptical customer not only can over-hyping lose the sale, it makes them real critical if they do buy it and it under performs.
If I think the buyer knows his stuff I tend to push value for money or customer service rather than insisting the product is 'all that' when in fact it is only moderate quality.
Thoughts?
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Unless value for money or customer service is what the customer wants isn't that the same thing as what your colleague is doing ... "Pushing"? |
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#3
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Selling is always pushing, my point is that it shouldn't cross the line into outright lying.
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#4
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Quote:
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Originally Posted by rattitude
Selling is always pushing, my point is that it shouldn't cross the line into outright lying.
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We probably don't agree on the role of "pushing" in sales but I do agree that outright lying is unacceptable. |
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