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A daily reminder of expectation setting\u00a0<\/strong><\/p>\n \u201cI\u2019ll be home at 6 pm\u201d<\/p>\n I arrived home at 6.20 pm and my partner was extremely unhappy<\/b><\/p>\n \u201cI\u2019ll be home at 8 pm\u201d<\/p>\n I arrived home at 6.20 pm and my partner was hugely\u00a0delighted<\/strong>.<\/p>\n This simple example sums up the importance of expectation management. Whilst being late home can often cause temporary personal problems, not meeting a customer or prospects expectations can be disastrous when you are trying to win new business against a competitor, or converting a prospect with no experience of your product to become a customer.<\/p>\n Recognising where expectations need to be managed, and at what level, can only be done effectively with high quality qualification<\/a>. It is not good enough simply to understand what is and is not important, you have to know how<\/strong> important, and what are the consequences of not meeting an expectation. This is the job of qualification<\/a>. These two vital aspects of selling are often ignored, however, serious and costly issues in many areas of business can often be traced back to a lack of qualification of needs, and failing to manage peoples expectations.<\/p>\n