Learn what to do when you realize that you have indeed overpromised on a sale that you know you can't deliver.
Even though most sales people know how dangerous it is to over-promise and underdeliver, why is this technique still so widely used in B2B and consumer situations? With increased sales quotas, many salespeople are grasping at straw and think this is the only way they can close a sale. But that just isn't true! From this topic, seasoned professionals can learn tips for avoiding the pitfalls of overpromising and under delivering. You will learn to develop and maintain a vibrant pipeline and close more sales by underpromising and over-delivering. And it provides a compass for organizations to use in building and maintaining profitable customer relationships.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
How to Determine the Cost of Overselling: Developing Profitable Customer Relationships
- Understanding the Impact of Customer Lifetime Value on Customer Retention and Profitability
- Calculating the Cost of Lifetime Value
- Stopping Unprofitable Sales Practices: Underpromise and Over-deliver
Tips for Avoiding Over-promising
- Identifying Customer Expectations: Decreasing Customer Effort
- Preselling Objections and Managing Expectations
- Transforming Order Takers Into Sales Makers
Strategies for Maintaining a Vibrant Pipeline
- Helping Prospects Become Customers
- Making More Sales in Less Time
- Closing Those Reluctant Prospects
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on June 22, 2016.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Kerry Weiner Elkind
The Elkind Group
- President of The Elkind Group
- Practice emphasizes all aspects of service to sales skill development and coaching
- Conducts regular seminars and workshops on transforming managers into inspiring and effective sales leaders, transforming supervisors into performance coaches, and transforming service representatives and order takers into fearless sales makers
- Wrote several publications related to the areas of improving sales and service
- Licensed neuro-linguistic coach and senior Birkman consultant and certified mediator
- Master’s degree in education and a certificate in educational therapy, Holy Names University
- Can be contacted at [email protected], www.elkindgroup.com or on Twitter® @theelkindgroup
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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