Ian Ross stresses the importance of managing expectations in sales. Detailing how misaligned expectations between salespeople and prospects can result in lost deals.  

Video Replay | How to Set the Proper Expectations to Not LOSE a SALE 

https://www.youtube.com/watch?v=9WKpJil0FzE&t=36s 

Close More Sales | How to Set the Proper Expectations to Not LOSE a SALE 

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  

I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  

And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  

Ian Ross | Close More Sales 

www.closemoresales.com 

Instagram | @vividselling 

Takeaways | How to Set the Proper Expectations to Not LOSE a SALE 

- Unmet expectations are the root cause of unhappiness for prospects and salespeople. 

- Techniques like price anchoring and setting timelines can help adjust a prospect's expectations to better align with reality. 

- Common objections like "I need to think about it" should be addressed upfront rather than wasted time later in the sales cycle. 

- Internal expectations, like goals and lead structures, must also be managed and adapted when challenges arise. 

- Reflecting on past experiences and overcoming misaligned expectations through adaptation provides lessons for sales success. 

- Closing gaps between what is expected and what will happen is key to overcoming objections and improving sales outcomes. 

Timestamps | How to Set the Proper Expectations to Not LOSE a SALE 

Setting expectations in sales and their impact on success. (0:00) 

Mismatched expectations lead to frustration. (4:22) 

Workplace expectations and the impact of misaligned goals. (8:08) 

Sales expectations and their mismatch with reality. (13:24) 

Managing expectations in sales roles. (28:22)