http://thesalesblog.com/2009/08/telling-lies-vs-managing-expectations/ Adventures in the New Art of Sales and Sales Management Wed, 08 Sep 2010 13:29:48 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://thesalesblog.com/2009/08/telling-lies-vs-managing-expectations/comment-page-1/#comment-7 SalesJournal.com » Telling Lies vs. Managing Expectations Mon, 17 Aug 2009 12:07:58 +0000 http://thesalesblog.com/?p=105#comment-7 [...] B2B Sales Coach Anthony Iannarino shares that “where salespeople get into trouble is when they don’t create a realistic idea of what getting to the vision entails for the prospect, or when they allow the prospect’s Utopian vision to go unchecked. It isn’t that the salesperson lies, it is more a case of not managing expectations.“ [...] [...] B2B Sales Coach Anthony Iannarino shares that “where salespeople get into trouble is when they don’t create a realistic idea of what getting to the vision entails for the prospect, or when they allow the prospect’s Utopian vision to go unchecked. It isn’t that the salesperson lies, it is more a case of not managing expectations.“ [...]

]]> http://thesalesblog.com/2009/08/telling-lies-vs-managing-expectations/comment-page-1/#comment-6 Clif Reichard Thu, 13 Aug 2009 19:01:40 +0000 http://thesalesblog.com/?p=105#comment-6 Hi Anthony, you have illuminated the subject of my column on the HBR web site to the extent that we want to write another column touting your illumination. Please send me your email address so you can see and comment on the column before we post it. ("We" means the editors of HBR and me). Hi Anthony, you have illuminated the subject of my column on the HBR web site to the extent that we want to write another column touting your illumination. Please send me your email address so you can see and comment on the column before we post it. (“We” means the editors of HBR and me).

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