|
|
|
If
you discover that your prospect’s expectations
are too |
|
unreal
to be met, let alone exceeded, it is most often best
to get |
him
to adjust those expectations as soon as possible once
you’ve |
established
open, trusting communication with him. Otherwise |
you
run the very real risk of doing a fine job and still
being left |
with
a disappointed prospect. |
|
EXAMPLE:
|
|
|
SALESMAN:
|
“So, let me ask you another question, Bob:
|
What
exactly were you hoping we could get |
accomplished
for you today?” |
|
|
PROSPECT:
|
“Show me a brand new, loaded, Sports Utility
|
Vehicle
that you can sell me for no-money- |
down
with payments under $100-a-month.” |
|
|
SALESMAN:
|
“Boy, I wish there were a way that I, or
|
anybody,
could do that for you. I’d grab one |
of
those deals myself. How about if I help |
you
find a model you’ll be real happy with |
and
then figure out a way we can get you |
into
it as painlessly as possible?” |
|
|
PROSPECT:
|
“Sounds like a plan. Let’s do it.”
|
|
EXAMPLE:
|
|
|
DOCTOR:
|
“Nice to meet you, Mr. Smith. What exactly
|
were
you hoping I’d be able to do for you |
| today?” |
|
|
PATIENT:
|
“Well, Doctor Rick, I’m expecting that
you’ll
|
get
rid of all this here pain so I won’t have to
|
use
medication anymore and get me all fixed-up |
back
the way I was before the train hit me.” |
|
|
DOCTOR:
|
“I certainly understand your hope and I truly
|
wish
I, or any doctor, could promise to do that |
for
you in a single visit. And truthfully, on |
occasion,
such a miracle does occur. But, what |
do
you say we set our sights for today on |
reducing
your pain and getting you back to |
| work
and then come up with a treatment plan |
| designed
to get you back to the maximum |
| functionality
possible?” |
| |
|
PATIENT: |
“Yeah. Getting me out of pain sounds great. |
| Let’s
get me out of pain and back to work and |
| then
figure out the rest from there.” |
| |
|
Once you know what your prospect’s expectations
are---how |
| |
high he has set the bar---you know what you will need
to do to |
| meet
or exceed those expectations. And for those times you
|
| discover
his expectations are out of the realm of the possible,
get |
| him
to adjust them down to where, with a super effort from
his |
| Super
Salesman, his expectations are at level that can be
met or |
| exceeded. |
