It is a safe and generally smart practice for a salesperson to under-promise and shoot to over-deliver. So why would you ever want to vary from this “under-promise” strategy? If you want to keep growing personally and discover new ways to help clients, once in a while you need to stretch a little and promise something you don’t normally deliver, but feel quite confident you can get done. There is risk involved in this, but if you get it right, you’ll delight the client and add a new capability to your tool kit.
John Henley is Chief Operating Officer at The Center for Sales Strategy