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No Surprises! How to inspire confidence in our customers and colleagues
What can salespeople do to manage risk and expectations to give everybody more confidence - 6 Oct
Peter Button
October 06, 2023
Hello Subscriber,
No Surprises!
For some people, this might sound a bit boring. They might say, “But I like nice surprises”.
In business, the reality is that most surprises are not nice surprises!
The reason for the largest number of surprises in business is that people have not thought through the implications of decisions sufficiently.
How many times in your own experience has a bad situation developed which was obvious with the benefit of hindsight but had not been foreseen?
A key part of your selling role is to help customers think through ALL of the most significant implications of their purchase. And this must include sufficient consideration of the reasons why things might NOT work out as we all hope.
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