The Negative Results of Overselling: How to Turn Your Sales Culture Around

OVERVIEW What if 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 straws and think this is the only way they can close a sale. But that just isn't true! From this topic, seasoned professionals can learnhow to increase customer satisfaction and tips for avoiding the pitfalls of overpromising and under delivering.
WHY SHOULD YOU ATTEND
Salespeople often end up overpromising because they think they have to in order to meet their sales goals. Often the real culprit is a pipeline that is stuck or just not full enough. Often a little tweak such as focusing on having enough prospects and qualifying these prospects to understand if their needs are in line with the solution you provide will produce big results. In other words, focusing on building a vibrant pipeline of qualified prospects will diminish the need to overpromise and underdeliver.
AREAS COVERED
How to Determine the Cost of Overselling: Developing Profitable Customer Relationships
Tips for Avoiding Over-promising
Strategies for Maintaining a Vibrant Pipeline
LEARNING OBJECTIVES
Tips for:
• Stopping Unprofitable Sales Practices
• Avoiding overpromising and underdelivering
• Maintaining a vibrant pipeline
WHO WILL BENEFIT
Sales managers, directors, account managers, presidents, VPs, account executives, sales analysts, consultants, and other sales

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