Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley

Author:Colleen Stanley [Stanley, Colleen]
Language: eng
Format: mobi, epub
Publisher: Amacom - A
Published: 2012-09-30T14:00:00+00:00

Asking yourself these questions will save you many headaches and much time chasing a prospect who doesn’t need your services or isn’t willing to engage in a collaborative relationship.

A common example of not setting and managing expectations for the follow-up meeting or call often occurs at trade shows. Sales reps return back to the office, excited about their new contacts, only to end up in email and voicemail hell. Companies spend thousands of dollars on exhibits, promotional items, and travel but invest little time and money in training their sales team in how to set and manage their own expectations, as well as those of potential customers.

For example, a prospect comes to your booth and asks, “What do you guys do?” You and the prospect have a short conversation. The prospect states that he is very interested, and you agree to follow up with the prospect after the show. You honor your part of the agreement and call the prospect. Then you email. Next, you call the prospect again. Yes, chase mode is in full play. In this selling situation, chase mode occurred for one main reason. You didn’t set clear expectations for specific next steps or deal with potential problems up front.

Here’s an example of properly setting expectations and establishing a partnership not a vendor-ship.

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