HTSS55 - Setting expectations and boundaries in sales - Scott Sylvan Bell

<p style="text-align:center;">Setting boundaries in sales before during and after the deal </p> <p>There are ways that you can alleviate problems after you close the deal. One of the things you will see is most salespeople do not do this because they just want to get to the close. Salespeople end up struggling with difficult people because they are left chasing buyers after the deal.  </p> <p>Salespeople create problems when they over sell to close a deal. Too much selling and too much hype will lead to problems. Sometimes the marketing can be overly hyphy as well and lead to problems. Most of the time these issues can be limited in the event of problems.  After the initial sales presentation was given the buyer may have talked to other people and not have remembered it. Over communicating after the deal is done to confirm issues don’t happen.</p> <p>Most salespeople get to the close and celebrate too quickly and forget to walk buyers though what to expect or even set the boundaries.</p> <p>How to set expectations with buyers</p> <p>As easy as it sound let your buyer know what to expect from the product or service. If there is a limitation or exception let them know. You can leave content behind that is either created by you or by your office.  If there is an exceptional feature show them how to use it.</p> <p>What to do if there is a problem  </p> <p>You will want to let you buyer know what to do if there is a problem. How long will they have to wait in order to get help or what help will look like. Once again this is content to be left behind and you may have to create it. If you don’t explain this process your buyer or client will make up what should happen in their head.  </p> <p>Explain abuse for your services </p> <p>You do need to explain what abuse is to the team and it will not be accepted. If you have this conversation up front it does help. You may still have problems but you will be able to have an easier conversation if there are issues.</p> <p>Give them directions on how to reach