Exceeding Expectations: The Key To Value
February 23rd, 2009
Exceeding expectations is the means by which value is created and things get sold. You can exceed expectations in price, quality or service and possibly all three - but you must understand what it really means to exceed expectations before you can actually do it. The first thing to understand about exceeding expectations is the expectations you exceed today become the seed for new opportunities in the future. Exceeding expectations is a foundational attitude and something you have to pursue daily.
It is rare for anyone to exceed expectations unless they do it on purpose. To exceed expectations on purpose means you have an understanding of expected performance, and you realise expected performance is in no way extraordinary. Understanding how expectations are created is the first step in being able to exceed them in a positive way. Expectations come from our experience. As our experience changes, our expectations change as well.
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