Thoughtful Thursdays – Under promise and over deliver – Really?
Todays sales thought is about the practice of under promising and over delivering.
We hear the phrase on a regular basis and it seems to make sense. Provide the customer more than they are expecting and they will be happy. It sounds like a no brainer. The customer will be happy and that is what is most important.
When this becomes the norm, is it really good for business? Consider the following:
- How much is over delivering costing your business?
- Efficient use of sales time
- Affect on company profitability
- Loss of perceived value.
- It is hard to quantify value if you to not talk about delivering it.
- People are generally satisfied when their expectations are met.
- Over delivering may set future expectations higher than required and increase the chances for under delivering.
The habit of under promising and over delivering may be costing your business rather than benefiting your business unless it is accounted for in your costing.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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