Yesterday, I attended a sales seminar put on by Chuck Bauer (www.chuckbauer.com). Chuck is a nationally recognized sales trainer and coach who has worked with some of the largest financial institutions in the country.
He asked the question, "What Causes Sales?" The audience threw out lots of suggestions, but no one got the answer he wanted.
That's what causes sales. Notice he didn't say "Appointments." He didn't say, "walking into an office to drop off a brochure for someone I think should be interested." He didn't say, "leaving messages."
He said, "Qualified Appointments."
As you know, I am a Corporate Real Estate Advisor also known as a Tenant Rep. I provide leverage to companies when negotiating an office lease or renewal with a landlord. So what would a Qualified Appointment look like for me?
My Qualified Appointment would be with an owner, CEO, CFO or top executive of a company which already leases office space in Dallas, Plano, Frisco, Richardson, Addison or the surrounding areas with 10-100 employees in that office.
That's who I really want to meet. So if I have an appointment that doesn't meet all those criteria, it isn't a Qualified Appointment. It may be a networking meeting intended to develop a referral relationship. It may be a social call. It may be a waste of time. But it's not a Qualified Appointment.
I need Qualified Appointments because I need sales. Do you?
As Chuck says, "Do What Matters."