Our company has a great motto:
“Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no matter what!”
Implementing these ideals, however, can sometimes lead to over promising and under delivering. It’s only natural to be excited about a new order. For example, after checking stock, you might let the customer know that his equipment can be delivered within two days, reasoning, fast delivery always makes customers happy. However, what if the customer replies that he really does not need the equipment until next week and you adjust the delivery schedule accordingly. Then upon delivery he asks what took so long. Inadvertently, you have over promised and under delivered.
A better approach would be to check on stock and provide the outside delivery date but see that the customer receives his product sooner. In that scenario, the customer is impressed and sees the salesperson as someone who can be counted on to exceed expectations! Just do it!
Here are some reasons to, “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no manner what!”
Why does it matter?
Trust and reliability – The biggest differentiator in sales is having a relationship of trust with your customers. Would your customers pass this compliment on to prospective clients — “You can trust [your name] to be there when you need him”?
Accountability – Everyone has a list of people they can count on when project deadlines loom large, people who can deliver. You want to be on that list and you get on it by giving your customers the best of yourself.
Respect and self-worth – You only see in others what you see in yourself. If you fail to meet a deadline, don’t blame others. Take responsibility and personally fix the problem! When your self-worth is where it belongs your enthusiasm will be contagious.
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