Integral to any customer sales experience is setting the\nexpectations. Setting customer\nexpectations is often, though not always possible<\/strong>, if asked. <\/p>\n\n\n\n and impossible or worse, <\/strong> if not.<\/strong><\/p>\n\n\n\n Customers rarely tell you what they are really looking for because they don’t always know themselves. Yet without asking and having an understanding between all the players involved will generally result in failure or worse such as litigation. After years of in-depth personal customer surveys, the findings are clear. A number of companies were asked in a confidential and private framework and we found that customers are rarely fond of their vendors to be kind. They expressed views that run the gamut from hate to distrust and more. When you drill into the factual details you find the following are just some of the reasons customer distrust their providers:<\/p>\n\n\n\n There are many more reasons that often lead to negative financial consequences and litigation for the provider, partners and others involved. Yet, is there no positive remedy and means for ongoing positive customer experiences. The answer is yes. Discussed in more detail in Selling UP Market UP Margin Technology to SMB & Enterprise Certification class <\/a>at ITEXPO<\/a> \/ MSP Expo<\/a>, <\/strong>here are just some of the ways to increase customer experiences:<\/p>\n\n\n\n There are other ways to engage with customers, you just need to put yourself in their moccasins, envision their daily struggles and then work to make their jobs, career and companies they work for better. Customers don’t want to face an RGE or resume generating event, losing their job buying and using your solution. There are far too many often funny quips that customers said during the interviewers such as “what I really want to get more sleep at night,” “no more after-hours calls from my boss,” “can’t my boss just fix it himself (LOL),” “wish the DFU’s would just leave us alone, we have so much tech to do.” and many more. <\/p>\n\n\n\n Summary<\/strong> – Providers often pretend if\nthey ignore the problem it will just go away or the customer will just stop\ncalling. Clearly these customer\n“business models” may work for now but are they really viable in the\nfuture as the technology and the market changes. “Flying to the crash” was advised\ndecades ago by a great sales leader when faced with a customer crisis. That advice could have certainly worked for\nBoeing today, as customers, pilots, stakeholders, press and the millions of customers\nmay just stop flying on their airplanes as their reputation is likely damaged\nforever. The decision is up to you today\nto be what you are tomorrow and thereafter.<\/p>\n\n\n\n You can also watch the two-minute\nvideo<\/a> overview of this part of the onsite course.<\/p>\n\n\n\n This concept is presented exclusively<\/strong> in TMCnet Selling UP Market UP Margin Technology to SMB & Enterprise Certification class <\/a>at ITEXPO<\/a> \/ MSP Expo<\/a><\/strong>.<\/strong><\/p>\n\n\n\n Come to the Digital Transformation Event! Feb 11-14, 2020, Fort Lauderdale, FL. Register now<\/a>. <\/a><\/p>\n\n\n\n![\"\"](\"https:\/\/blog.tmcnet.com\/blog\/rich-tehrani\/wp-content\/uploads\/2020\/01\/Exclusive-Presentation-at-IT-MSP-Expo-Accelerating-Customer-Expectations-1.png\")
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