If you find your sales calls veering off in a direction you hadn’t hoped for, review your process and be honest with yourself: Did you start with a proper Expectations Check?

The first step in the SAYA System is the Expectations Check, for good reason.

In your Expectations Check, or X Check, you get on the same page with your prospect about the amount of time you’ve set aside for the meeting, the agenda, and the potential next steps.

It’s absolutely critical you discuss each of these at the beginning of your conversation with a prospect.

Time
No one likes to find out 25 minutes into an hour-long meeting that one of you thought the meeting was only going to be a half hour! From the start, make sure you and your prospect are logistically on the same page. 

“I have us down for 45 minutes today. Does that still work for you?”

Agenda
Next, review the agendas that each of you have come to the meeting with. What issues would you like to discuss? What would they likely want to know about you or your product/service? What questions will you have about them or their business? Make sure they are okay with you running your sales call in the way that is most efficient and effective for both of you.

Next Steps
Lastly, you will want to have a quick preliminary discussion about what results you would likely get from a meeting like this one. Usually it falls into some version of 3 categories…a “no”, a “next step”, or a “yes”. Take a moment and give them permission to tell you “no” and then outline what a “next step” or a “yes” would look like. 

By covering time, agenda, and next steps in your Expectations Check, you embrace the concept of co-creation with your prospect from the start. One of the most core tenets of a sales professional is the ability to clearly define and co-create expectations with a prospective client. 

When you remove uncertainty about the format, structure, or goals of the meeting, you’re also creating an environment where your prospect can feel comfortable to share openly and reciprocate your authenticity. This provides them with the opportunity to insert their perspective, make any suggested amendments or changes, and feel like they are included in the process.

One of the biggest mistakes you can make in your sales process is assuming your prospect's expectations are in alignment with yours.

You assume the client has a problem they actually aren’t struggling with at all.
You assume they are looking to solve their problems as quickly as possible.
You assume they know you have their best interest at heart.

A lot of your sales struggles might exist in the space between your expectations and the actual experience.

To clear that up, do your part in avoiding the blindside of a “reality check” in your conversations with prospects. Set clear expectations, communicate honestly, and set the tone for an authentic conversation, all starting with your Expectations Check.

Thoughts? Questions? Comments? I want to hear them!