When I ask a client when the project should start, and they say? it should have started a month ago to handle this unrealistic timelines , I can respond by utilizing timeline recovery or accelerated project initiation in a consultative sales context. I explain that if they approve the deal today, I can begin working immediately. I will coordinate with the presales team and engineers to finalize the solution and job descriptions, prepare the necessary materials, and ensure the project is ready to launch within five weeks. This approach involves understanding the client's urgency, recalibrating timelines, and showcasing agility by providing a solution oriented response to meet their deadlines

1. Convey accurate timeline 2. Try and set realistic expectations. 3. Explain importance of testing and validation of end product 4. Communicate communicate communicate..

The problem many times is that clients haven’t bought external technologies in the past, so the first step is to be the one guiding the whole process through a project management approach. Ask questions like: - which stakeholders should be involved? Who’s in charge of approving the budget? - can you walk me through your internal processes? (Cibersecurity?Legal? Etc) It’s important to be very clear from the beginning to make sure both parties are aligned with the actual buying process, so you can communicate to your internal stakeholders as well. This reduces friction.

Es uno de los retos más importantes para un vendedor consultivo. Lo que siempre hay que priorizar, es la transparencia de los riesgos que implicaría ejecutar un proyecto en los tiempos que propone el cliente. Una vez que el cliente tenga el entendimiento de esto al 100% se puede proponer reducir el proyecto a un MVP. Esto puede certeza al cliente que buscamos empatizar con sus prioridades y necesidades. Tener sesiones y comunicación clara acerca de estos riesgos, es muy importante para evitar una mala experiencia y frustración del cliente.

Managing client expectations can be tricky, especially when faced with unrealistic timelines. The key lies in striking the right balance between honesty and optimism. Always be transparent about the actual situation—explain the complexities and effort involved in delivering a high-quality solution. At the same time, offer hope and reassurance by emphasizing that good things take time, and the results will be worth the wait. This approach not only builds trust but also keeps the client aligned with the process, fostering a stronger relationship. Clear communication paired with psychological reassurance can make all the difference.