Never Promise More Than You Can Deliver

Do you know how it feels to look forward to something and then not get it?  The letdown can make you feel pretty bad.  The child who expects a ten speed bike for Christmas will be disappointed to get a three speed bike.  But the child who wanted a single speed bike will be thrilled with a three speed.  The moral of the story is obvious.  If you want to keep people happy, don't promise things you can't deliver.  The disappointment when you don't fulfill your promise will be worse than if you hadn't promised anything at all.  Some salespeople get so eager to make the sale that they sometimes promise more than they or their product can deliver.  Telling customers what they want to hear makes them happy for the moment.  But in the end it makes things worse.  No matter who you're dealing with, a prospect, your boss, or your employee, keep the facts straight.  Don't allow yourself to fall into the habit of false optimism,  trying to please when you know you really can't live up to your word.  It's very tempting to tell people what they want to hear, to keep your fingers crossed and hope that everything works out alright.  But tempting as it may be, it will only get you into trouble.  It's hard to tell people things they don't want to hear.  But it's the only way to go.  Unless you're sure you can fulfill the promise, don't make it.  Stick to the truth and the facts.  When someone asks for a special favor, think twice about it.  Can you deliver?  Even if you can make an exception once and give them a special price or special privilege, how will they feel the next time?  Won't they want it again?  It may be better to tactfully turn them down than to start something you can't continue.  Certainly a good salesperson is sympathetic to a customers needs.  You should always try to help your customers get what they want.  But don't guarantee anything until you're positive you can deliver.