承諾不足，交付過度

有些事情你，你的公司和你的產品可以做，有些事情不能做。瞭解這種差異需要扎實的培訓、强大的商業頭腦和經驗。告訴客戶你可以做任何事情只需要你開罪說，而告訴客戶你不能做他們想要的事情，需要勇氣。

任何從事銷售的人都會告訴你，這是一項艱難的業務，“過分承諾”的誘惑總是存在的。

但是這樣做會讓你處於一個潜在的非常糟糕的境地，迫使你要麼讓你的客戶失望，要麼做的比可能做的更多。

為失敗做準備

過度承諾是一種讓自己陷入失敗的好方法。這也是讓您的公司和客戶支援團隊處於“不贏”狀態的一個好方法。當你過分承諾的時候，您基本上是在告訴您的客戶您可以做一些您知道你不能或不自信的事情來履行您的承諾。

為什麼銷售員會過分承諾？通常情况下，這是為了一次銷售結案，希望拿下訂單，但有時他們出於恐懼或無知而過度承諾。令人驚訝的是，當一些銷售代表被迫說出真相或承諾他們將無法兌現時，常識很快就消失了！

當您過分承諾時，您所做的傷害主要是對你的事業和名譽。

雖然您的客戶可能會因為您的决定而遭受一些損失，但您已經為失敗做好了準備。不僅當您的人脈瞭解到您如何對待您的客戶時，如果他們知您你如何對待您的客戶，您會與他們進行一些非常具有挑戰性的談話，而且您的公司也可能不太喜歡您強迫他們進入的職位。

讓你的公司走向失敗

通常，當你承諾過多時，是你的公司陷入了困境。要麼他們需要找到一種方法來兌現你對客戶的承諾，要麼冒著損害他們聲譽的風險。如果有一件事是企業可以依靠的，那就是憤怒的客戶會告訴其他人他們的糟糕經歷。

如果銷售員繼續承諾他們或他們的公司無法兌現承諾，公司可能會被迫在進一步損害他們的聲譽之前做出一些認識調整。

前途未卜的榮耀

作為一個例子，假設你是一名財務顧問，在進行了幾天、幾周或幾個月的研究之後，發現了一只股票，它將帶來巨大的收益。你打電話給幾個你認為有能力和有興趣投資這只股票的客戶。雖然股市沒有任何保證，但所有的證據都表明，這家公司的成長是無可避免的，所以你的樂觀情緒很高。

如果你告訴你的客戶股票在接下來的幾個月裏應該能獲得15到20點的回報，但是如果假設回報率為10到12點，你會覺得更舒服，那麼你已經正式承諾過高了。

你現在需要股票達到至少15點才能兌現你的承諾。

然而，如果你建議股票可以產生8到10點的回報，你就創造了一個更安全的保證。現在，如果股票表現在預期的15到20點的回報，你的承諾將滿足與股票超額交付興高采烈。

是的，結束銷售在您使用承諾不足的方法時可能更具挑戰性，但從長遠來看，這樣做將極大地新增您的職業生涯。

過度交付的好處

簡單地說，當你交付的產品超過了你對客戶的建議，超過了他們的預期時，感知價值會新增。隨著價值的新增，你更有可能獲得推薦和額外的銷售。

有時候，你甚至不想這麼做，就會交付過量。

當這種情況發生時，只需告訴你的客戶你總是盡力而為，有時，你的“最佳”甚至會讓你自己驚喜！您的客戶會記得您交付的效果如何，並且下次需要做出購買決策時，更可能會傾向於您。當談到建立你的專業聲譽時，沒有什麼比擁有一個客戶名單更好的了，他們認為你是一個卓越的人。

Under Promise and Over Delivery

There are some things you, your company and your products can do, and some things you can't do. Understanding this difference requires solid training, a strong business mind and experience. It takes courage to tell customers that you can do anything you want, just to blame them, and to tell them that you can't do what they want.

Anyone engaged in sales will tell you that this is a difficult business, and the temptation to over commitment always exists.

But doing so will put you in a potentially very bad situation, forcing you to disappoint your customers by doing more than you can possibly do.

Prepare for Failure

Over commitment is a good way to get yourself into failure. It's also a good way to keep your company and customer support teams in a "no win" position. When you over commit, you're basically telling your customers that you can do something you know you can't or don't feel confident about to fulfill your promise.

Why do salesmen over promise? Usually, this is to close a sales case in the hope of getting an order, but sometimes they over promise out of fear or ignorance. Surprisingly, when some sales representatives are forced to tell the truth or promise that they will not be able to deliver, common sense quickly disappears!

When you over commit, the harm you do is mainly to your career and reputation.

Although your customers may suffer some losses from your decision, you are ready for failure. Not only will your contacts learn how you treat your customers, but if they know how you treat your customers, you will have some very challenging conversations with them, and your company may not like the positions you force them into.

Let your Company Fail

Usually, when you commit too much, your company is in trouble. To do so, they need to find a way to deliver on your promises to customers and risk damaging their reputation. If there's one thing companies can rely on, it's that angry customers tell others about their bad experiences.

If salesmen continue to promise that they or their company will not be able to deliver on their promises, the company may be forced to make some cognitive adjustments before further damaging their reputation.

Glory of Uncertain Future

As an example, suppose you are a financial advisor who, after a few days, weeks or months of research, finds a stock that will bring huge returns. You call a few customers who you think have the ability and interest to invest in the stock. Although there is no guarantee in the stock market, all the evidence shows that the company's growth is inevitable, so your optimism is high.

If you tell your customers that stocks should get a return of 15 to 20 in the next few months, but if you assume a return of 10 to 12, you'll feel more comfortable, and you've officially promised too much.

You now need stocks to reach at least 15 points to keep your promise.

However, if you suggest that stocks yield 8 to 10 points of return, you create a safer guarantee. Now, if the stock performs at the expected return of 15 to 20 points, your commitment will be satisfied with the stock over delivery.

Yes, ending sales can be more challenging when you use under committed methods, but in the long run, doing so will greatly add to your career.

Benefits of Over Delivery

Simply put, perceived value increases when you deliver products that exceed your customer's recommendations and expectations. As value increases, you are more likely to get recommendations and additional sales.

Sometimes, if you don't even want to do that, you will over deliver.

When this happens, just tell your customers that you always do your best. Sometimes, your "best" will even surprise you! Your customers will remember how effective your delivery is, and the next time they need to make a purchase decision, they are more likely to lean toward you. When it comes to building your professional reputation, there's nothing better than having a list of customers who think you're a great person.