The Importance Of Sales Promises

A company develops a “sales pitch” based on its understanding of the customers’ expectations and its approach to meeting these expectations. Wikipedia defines a sales pitch as a planned presentation of a product or service designed to initiate and close a sale of the same product or service. Sales Pitches and Company Service Promises are the company’s commitments to deliver a certain level of product or service. Both sales pitches and service promises can be personal or non-personal but either ways, an explicit pitch or promise almost always raises customer expectations.

Sales pitches or service promises are personal when they are made by a salesperson or a service person or technician directly to a customer. Non-personal pitches come in the form of published

Although there may be several different reasons for promises being broken, the end result for the customer is always the same – a feeling of dissatisfaction and a lowering of the perceived value of the company.

To avoid customer dissatisfaction companies must learn to manage their customers’ expectations by painting a true picture of the scenario and future deliverables. Companies should factor in all customizations and special circumstances when making their service promises. Companies should avoid the trap of over-promising or promoting themselves as something they are not. In the current competitive market, although it is extremely tempting to pad ones achievements, a customer that makes realistic promises and delivers on them is more likely to retain its customers than one that makes big promises but is unable to deliver. It is never about just closing the sale. Closing a sale has no meaning when the follow up to this is an unhappy customer or a cancelled