Chapter 4

Will admitting a product limit cost me the customer?

Thú nhận sản phẩm không làm được có làm mất khách?

The chapter's question

How do I tell the customer when a promise cannot be kept?

Big idea

Saying early what the product cannot do costs far less than letting the customer discover it.

In this chapter

  1. Part 4.1

    Saying It Early

    Why say it in the first week instead of waiting for the customer to ask?

  2. Part 4.2

    Alternatives

    What alternative do I offer so the customer still reaches their goal?

  3. Part 4.3

    Not Blaming Sales

    How do I explain without the customer losing faith in the whole company?

  4. Part 4.4

    Recording the New Agreement

    How are new expectations confirmed in writing?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Salesperson's Promise is free to read right here.

Read in Conan School

Chapters of The Salesperson's Promise

  1. 1.Who pays for the salesperson's promise?
  2. 2.Does a longer handoff form tell me more?
  3. 3.The deal is signed, so why keep sales around?
  4. 4.Will admitting a product limit cost me the customer?
  5. 5.Does sales want to hear how their deals turned out?