Qualifying Drives Results
If you are human, most likely you have been a few minutes late to make a phone appointment, asked someone to reschedule or were the recipient of the same. Life happens. When we err, it’s best to offer an immediate apology or when the other party is in the wrong, the more flexibile we can be with accommodating them, the more likely we are to secure the sale in the end.
Through the years, people have asked me to reschedule or just move a meeting an hour back. My error was asking someone else to allow me to arrive an hour early who is apparently completely inflexible. Understand, I was going to drive two hours each way for an hour meeting. My concern was commute traffic on the way back, but it would have been a nice opportunity to catch up and brainstorm ideas. Not only was my request not appreciated, but there was absolutely no response. As a salesperson, this helped to qualify the relationship and recognize it obviously is not a good match.
Today I met two women at a conference during lunch. The three of us were a perfect match business wise for one another. In fact one has the same vision I have for a project and we will confer next week. Normally I never discuss politics but recognized from their conversation my observation would be appreciated. Sure enough they both laughed. I know we will be working together in the near future.
Your motto should be whether meeting on interviews or with potential clients that qualifying is the most important aspect of the meeting. Instead of getting depressed or annoyed when it does not go well, be happy you learned it wasn’t a good fit upfront and that you saved much wasted time. And when the good match does arrive, be appreciative of the next person with whom you are a match.
Qualifying is the most important sales technique you can use to develop business and accelerate your career. It leads you to a very Smooth Sale!
Read Additional Sales Techniques:
International Best-Seller in Paperback and Highly Rated on Amaon’s Kindle:
Nice Girls DO Get the Sale: Relationship Building That Gets Results
and
Best-Seller:
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.
