Marketing 360

Sales Training – 8 Tips On How To Set Expectations During The Sales Process

One of the greatest tools a salesperson has is the ability to set expectations. Setting expectations consistently and effectively throughout the entire sales process ensures everyone is bought in and on board.

Let’s break down 8 tips on how to set good expectations during the sales process.

Tip #1 – Make the expectations clear for yourself first. It’s hard to set good expectations if you don’t know what they are!

Tip #2 – Know where you need expectations the most, gather feedback from past clients, teammates, reviews, etc… It’s better to learn from the past and address things head on than to avoid the conversation altogether

Tip #3 – Understand why it’s important to set expectations (better experience, up-sell potential, good reviews, trust).

Tip #4 – Meet and discuss in person or over the phone. Don’t email touchy topics. Email can’t convey tone.

Tip #5 – Get the customer’s buy-in — ask them things like “do agree that makes sense?” or “do you understand why we do that?”, etc.

Tip #6 – Put expectations in writing — follow up your conversation with an email recap putting all the expectations in clear writing. CC all parties so everyone involved knows what’s going on.

Tip #7 – Get final agreement and commitment in writing, whether it’s an email confirmation or signed contract! This helps ensure that everyone agrees on the expectations and approves them.

Tip #8 – Communicate to your team the expectations you set and the questions and concerns the customer had so it’s a clean hand-off.

Thanks for watching. If you found this content helpful please take a second and like, share and comment. Also make sure to follow us for more great content just like this down the road. Happy marketing!

#salestips #setexpectations #salestraining

Presented by: JB Kellogg

JB Kellogg is the Co-Founder & Co-CEO of Madwire®. Madwire’s brands Marketing 360® and Top Rated Local® are popular platforms used to help small businesses grow. Madwire was founded in 2009 and has since grown to nearly 1,000 people and over 100MM in annual revenue. JB & Co-CEO Joe Kellogg were recognized as Glassdoor’s Highest Rated CEOs for 3 consecutive years (#1 overall in 2016). JB is passionate about small business marketing, leadership, sales, team culture and more and often shares the tips, tricks and strategies he’s learned in life and while growing Madwire.

JB Kellogg on LinkedIn:

Marketing 360® is the #1 Marketing Platform® for Small Business. It has everything you need from design, to marketing, to CRM. Powered by Madwire® – voted one of the Nation’s Best Places to Work by Glassdoor in 2016, 2017, and 2018!

Follow Us:

Marketing 360® Website:
Madwire® Website:

Products You May Like