BUT, I HAD AN APPOINTMENT!
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
There are few things as cool as having an appointment with a potential Buyer. Whether in-person or on the phone an appointment means that you are expected and the odds of a sale significantly rise. Furthermore, it is really important that we always confirm our appointments.
A few years back, I flew across the country to meet a Seller – who also had to fly into the city – to make a sales call. Be aware that this was a seasoned and very effective Seller.
I asked when was the last time he and the Buyer talked. He responded with “when we set the meeting.” He assured me that the Buyer rarely traveled and “was always in.” Of course, when we arrived for the appointment, we discovered the Buyer had indeed been called away for a business emergency. There was a severe “I told you so” look on my face as we made a quick exit.
There are Sellers and Managers who believe that confirming an appointment gives the Buyer an “out” and we risk a cancellation. I say, “good!” Why would we want to waste our time on a call when the other person has no interest?
I suggest that appointments be confirmed in writing as well as verbally. Let’s protect our time and make certain that we take advantage of a sales opportunity where the Buyer is interested in what we have to say.
What do you think?
Good Selling!
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