UNDER-sell and OVER-deliver is a better strategy to avoid disappointment

We do get disappointed over many things in our everyday life. The disappointment comes when expectations are not met or when hopes are not realised. The higher the expecations, the greater the disappointment; the bigger the hopes, the stronger the feeling of hopelessness.

Salesmen tend to sell their products and/or services by giving high expectations and high hopes to their customers, at times, oversell. Customers are usually lured into believing that expectations and hopes are deliverable and realisable.

So, they place high expectations and great hopes in the products or service they buy. In reality, when those expectations and hopes are not met, they would become very disappointed and feel that they are being cheated. This is the result of salesmen over-sell or over-promise and under-deliver.

I think to manage expectations well, the salesmen should try to under-sell but over-deliver. The actual results that way surpass the promise would come as a surprise and bonus to the customers. This will make customers delighted and satisfied. In this way, the customers would be certainly more impressed with the actual performance of the product or the service than it was originally promised.