How to Sell - Clear and Simple: by Harry Frisch. Based on the works of L. Ron HubbardOrder now!
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Unreal Expectations

 
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.


 

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