Setting Expectations

Is probably one of the most forgotten steps in selling. Have you ever had customers that when your project is done and you meet with them or send them a survey the installation went poorly? Many times I see companies try and diagnose why their technical staff failed. However they should be looking at where the sale starts, with sales. Were the following expectations set; Time to install The bill (What exactly will it look like and what is covered) Where are points that may be problematic What things may need to be extra? When will you start? How will the process start? How long will I be down? Who do I call if there is a problem? What will be ongoing expenses, warranty? Just a few things to look at when setting expectations.