The difference between meeting expectations and exceeding them is huge. Meeting them is easy…we’ve already conditioned our customers on what to expect: Status quo = mission accomplished.
What do our customers expect when our salespeople call on them? A recitation of the same old features and benefits? Maybe a few new bullets added to the list?
Exceeding customer expectations means telling stories that show how deeply we understand their industry and their problems. Exceeding expectations means listening. Exceeding expectations means being the first to show up with modern tools that illustrate and educate and engage.
What do your customers expect from you? Make it your mission to meet andexceed.