Understand Your Buyer> How To Lose The Sale > The Do as You Say Effect

 

What is it?

The Do as You Say Effect is all about keeping your promises and keeping your word.

 

Why does it work?

It can be all too easy in conversation to offer to do something and to then forget it. If you commit to doing something and then don’t follow through it can be damaging to not just the opportunity, but your reputation and your relationship. You have to embody the notion that your word is stronger than oak and that when you say something you do it. No questions.

We’ve all met people who have offered to help us or do things for us and nothing has come of it – we think poorly of that person and treat them differently, fearing the same disappointment will happen again. The same will be true for you and the people you interact with if you renege on your word and commitments.

 

How can you use it?

 

Example of the Do As You Say Effect in action:

Imagine you’re a web designer and in your sales call you say,

“I’ll send over a detailed proposal by 5pm tomorrow.”

Then, you actually send it by 5pm tomorrow – without being chased.

The client sees you’re reliable. You’ve proven it before they’ve even paid you. That simple act builds trust and sets you apart. On the flip side, if you’re late or forget, you’ve already lost credibility – and likely the sale too.

Bottom line: Keep promises, however small. It shows professionalism and builds confidence.

 

See also:

Find 20++ more ways to lose the sale here.