- I don't know what to do. I don't simply get to reach my goal. I am optimistic, hard work, I put a challenging goal, but I don't get to reach her-he/she claimed Sérgio to his/her manager. Sérgio was realtor and 4 months ago it didn't get to beat or to overcome his/her goal. He/she was concerned and, for that, it fell back upon the manager, in a frank and open conversation. Which was his/her surprise and inquiry when Cláudio Manielli, the manager, answered him/her:
- Sérgio, his/her problem is that he is giving a lot of attention to his/her goal. Forget the goal.
On that moment, Sérgio was with the head turning. He/she always had ear to speak that the most important thing in sales was the definition and the fearless and persevering accomplishment of a goal. "As it can, my own manager to say that I forget my goal!!!", Sérgio thought. It took a breath and he/she made the most difficult. It assumed his/her ignorance in the subject and he/she asked:
- But Cláudio, I cannot forget my goal. It is for her that I should look. She is my quantified objective. It was not that what learned in the last course?
- Calm Sérgio, let me to explain to him/her-he said Claúdio, trying to tranquilize restless Sérgio. -Well that that was taught was not. See, you are giving a lot of attention to the goal. I see that daily you arrive before the picture of attendance of the sales and ribbon a shady and concerned glance about his/her goal and his/her situation of sales, as well as the one of the friends. It is not for her that you should look, but for the necessary ways to reach her. The goal of monthly sale is just a parameter, a balizador to measure his/her acting. She is not the end in himself. She will be the consequence. But, to reach her, you should establish intermediate goals to monitor the methods that took him/it to his/her goal. The goal is just the visible part. But she won't take to place none. She is just the indicator, remember. They are their methods that will take him/her to reach her. Do see well, how much have you been getting of monthly result lately?
- 1 immobile a month, in an average of R$80.000,00. It has been like this for the last four months. And that is the problem, because I imposed myself a goal of 4 immobile, in an average of R$ 450.000,00-Sérgio answered, still restless. His/her fear was that Carlos concluded that he was inadequate for the work.
- Everything well Sérgio, is a good value for a beginner. But does he/she tell me: how much customers have you been visiting or done assist a month?
- Around 50 customers. And it is that that I don't understand. I visit very more prospects than any other broker of our team and I don't know because my sale is smaller.
- Calm Sérgio, we will continue! -it continued sedative Cláudio, the manager-you have a level of visits above the brokers of better performance. But I notice that the best brokers have a better use than yours. They visit less, around 30 customers, but they get to close up to 4 immobile a month. And the reason is very simple: in our segment, it is not the amount of visited customers or contacted that determines if you will be well happened, but the number of qualified customers that you/they were visited. Understand for qualified customer that that you were certified, through questions, that it is really interested in the purchase of a property, he/she has the necessary resources and he/she has power of decision-Sérgio agreed with the head, trying to concentrate to the maximum in Cláudio's exhibition. He continued.
-I could see in his/her report that you are trying to assist many customers at the same time and it can be prioritizing customers that actually are not potential, or that you/they are already working with other brokers. Probably you should be giving little attention to their qualified customers for pure lack of time, not for capacity lack, because that I know that you have. You are using a lot of that resource inestocável, that is the time, in a strategy that doesn't have if shown the best, due to the nature of our business. In that market segment, it is important to remind that many customers work with several brokers, besides they say that you/they want their properties in an area and they end up buying in other. If you don't qualify them correctly, he/she will be working in the darkness and the sale will be an occurrence of the chance, pure luck. Knowing them better you will have conditions of proposing them the right properties. It is that that has been doing some sale champions of our salespersons. He/she had already noticed his/her behavior, but he/she was hoping you ended by itself. I found a lot of good that his/her attitude of seeking me. That is humility in recognizing that he/she needs help. That is one of the characteristics strong of the champions. Humility!
- O.K., Cláudio. I understood that I have to turn more for my customers' qualification. But where is the subject of to forget the goal and to create intermediate goals.
- Now, yes. He/she asked the right question. It is simple... accompany. You already know that he/she will have to qualify more their customers. Then, establish a goal of visits daily rate to the same ones, being just worth the visits and contacts done with qualified customers. Anything of weekly or biweekly intermediate goal, with very long period, already the monthly goal of volume of sales is enough. He/she has to be daily. Then, monitor their activities to see if it is really accomplishing those goals. Remember that you visit more than the other salespersons. But their reason to sell more it is that they only invest in the customers that were qualified and that potentials buyers were shown. It is that that is missing you. You are trying to reach his/her monthly goal only increasing the number of visits, independent if the customer is good or not. He/she is wrong. Like this, monitor the number of visited qualified customers and define which his/her new use tax. With certainty, that will make to reach him/her a new landing of sales, and his/her monthly goal will be reached more easily, to their champion friends' example. Go there and do. The ball now is with you. And I believe that you can. Do you believe?
Sérgio answered affirmatively, he thanked the manager's help. He/she caught his/her small suitcase and when he/she was opening the door to leave Cláudio's office, he still alerted him/it:
- Sérgio, remember: forget the monthly goal. Look at the methods. And blessed sales for you!