Posted on Nov 29, 2014
One of the first lessons I was taught in sales school was “qualify the client”. Therefore it is always an amazement to me when salespeople do not. The old adage “time is money” is used over and over. And it is especially true for those of us who spend a significant amount of time on Auckland’s clogged roads. Making un-necessary trips is a waste of time, and therefore money. And so is spending time doing a “show and tell” with a potential client who has not been qualified, and therefore the property is irrelevant.
Some agents may well have time to waste. But when they waste others’ time by not qualifying, it becomes rude.
Too often the conversation goes like this:
Agent: I’d like to make a time to show a client xyz.
Me: Great. What time would suit you ? And what does the client do?
Agent: Today. At 1 pm. And I don’t know what they do.
Me: Where are they located now?
Agent: Don’t know.
Me: How big are their current premises?
Agent: Don’t know.
Me: How many staff do they have? How many carparks do they need? Any special requirements?
Agent Don’t know. Don’t know. Don’t know.
At which point I rein in my frustration and temptation to ask: So, what do you know? Because that would be just about as rude as not qualifying the client before making an appointment.
Qualifying the client is actually a benefit to the client. As professionals in the field we should know more than the client about industrial accommodation. Therefore by asking the right questions we can actually help the client in their search, and save them time and money, and assist to find the right building to suit their needs.
And my thanks go to all those agents who are able to tell me the answers well before I ask the questions. Much appreciated!