Scheduling Appointments More Effectively

The number of skills sales people have been taught over the years is daunting, but many times the effectiveness can evade us for an entire career. Scheduling appointments seems to have become one of those skills that has run its full course and once again, reached the top of the skills list that many sales people are coveting.

 

“Becoming more effective at scheduling appointments is so easy, even you can do it.”

 

#1 key to more effective appointment scheduling
Focus on the appointment, period. Understand that all you want to do is schedule an appointment and everything surrounding the effort will become simple. Set appointment goals, establish a plan and burn your pitch into your memory.

 

Calling for an appointment
If you are calling for an appointment, then call for an appointment. If an appointment is what you are calling for, stick to it. If you generate interest in a product or solution during a call to schedule an appointment, schedule the appointment. DO NOT release information that may hinder the appointment being scheduled. Practice and you will become more effective.

 

Emailing for an appointment
If you are sending an email to schedule an appointment, be direct and to the point. DO NOT inundate them with links and information. Get to the point of the email with all efforts leading to a scheduled appointment.

 

Referral for an appointment
Ask business associates to arrange meetings and appointments for you. Identify potential partners and other sources to drive appointments.  Always be prepared to have something to give in return.

 

Targeting specific prospects and customers for an appointment
Know who you are reaching out to and why.  Prepare specific pictures to paint and stories to tell and look to familiar resources to make the going a little easier.

 

Setting the stage for appointments
Be creative, think outside the box, and be literal and direct. You want to schedule an appointment. There are many people and situations vying for their time.  Be the one that stands out in the crowd.

 

Building your pitch
Always remember, you are calling for an appointment. Be current with your initial information. Identify the contacts role and keep it simple, stupid.

 

When you reach the contact

  • Focus on the appointment only
  • Schedule 1.5 weeks and out
  • Offer the date and have alternatives ready
  • Be ready to schedule the appointment
  • End the conversation once the appointment is scheduled

 

View more in-depth information on Scheduling Appointments More Effectively online by becoming part of the Five Opportunities Advocate Program. Receive exclusive access to video training and other resources that will evolve your sales career well into the future.

 

 

HAPPY SELLING!