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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Keeping Commitments Day 14 of The 28 Days to Better Selling

* Sales Podcast, 28 days to better selling, Sales Training, Sales Training Video

Keeping Commitments Day 14 of The 28 Days to Better Selling

Today’s exercise is simple and brief but it can have a big impact on our success as salespeople and entrepreneurs. Watch the video clip from a seminar I did a couple years back and then answer the following questions:

1) Have you lost business in the past due to you or your company missing client commitments?

2) What are the most common areas in your sales and service process where commitments could be broken?

3) What could you do to improve your ability to keep commitments and exceed your client and prospect expectations?

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  • 1) Have you lost business in the past due to you or your company missing client commitments?
    A:Yes

    2) What are the most common areas in your sales and service process where commitments could be broken?
    A: Not being able to deliver a project on time.

    3) What could you do to improve your ability to keep commitments and exceed your client and prospect expectations?

    A: Increase staff to improve project completion turnaround time

    We usually rock on two out three of the following
    Time
    Price
    Quality

    Eg: If we offer completion before the deadline, the project can either cost more because of more manpower is required or we cut corners and it effects quality. We might take longer to complete a project but I clients are getting top end brands and workmanship (Quality) and a very competitive Price. I think its possible for one of the three to suffer. Not always, but sometimes.

    Dunno if that makes sense?

  • 1) Have you lost business in the past due to you or your company missing client commitments?
    A:Yes

    2) What are the most common areas in your sales and service process where commitments could be broken?
    A: Not being able to deliver a project on time.

    3) What could you do to improve your ability to keep commitments and exceed your client and prospect expectations?

    A: Increase staff to improve project completion turnaround time

    We usually rock on two out three of the following
    Time
    Price
    Quality

    Eg: If we offer completion before the deadline, the project can either cost more because of more manpower is required or we cut corners and it effects quality. We might take longer to complete a project but I clients are getting top end brands and workmanship (Quality) and a very competitive Price. I think its possible for one of the three to suffer. Not always, but sometimes.

    Dunno if that makes sense?

  • Shane Gibson

    @Harry.

    This makes sense. Upfront the key is to work on managing client expectations. This may mean you lose the odd deal because you won’t say yes to crazy deadlines or un realistic demands but it will also mean less time spent on fixing client problems. That same time can be spent on proactively selling and servicing key accounts.

  • Shane Gibson

    @Harry.

    This makes sense. Upfront the key is to work on managing client expectations. This may mean you lose the odd deal because you won’t say yes to crazy deadlines or un realistic demands but it will also mean less time spent on fixing client problems. That same time can be spent on proactively selling and servicing key accounts.

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