Matt Ryder warns against overpromising to prospects. Once they believe a result is possible, they're psychologically locked in, and retracting the promise kills your credibility. Assess what you can actually deliver before making bold claims.
If you're doing it in sales and you're trying to get much more out of someone, you lead them up the garden path, everything lines up, you get the money you want. What do you do with the money? If you've done a good enough job, then they're not going to believe that that's not possible. So they're going to go, well, no, like, I'm going to make it work. Now it's going to be very difficult for you to kind of wind that back. So what you do, go, well, with the process you have in place now, the skill set and the opportunity, how close are you to being able to achieve that? Not at all. But if you don't get all those things in place, keep doing the same stuff you are now, which has got you to nowhere near that part, what happens then? It's very difficult to go, oh, it's not going to happen, because you just admitted, well, it's happening right now.
