Getting That First Appointment

Getting that first appointment is one of the most difficult aspects in the selling process. The goal is not just to get an appointment, but to get a good appointment.

Hourglass Needs Analysis 7 StepsOne of the most difficult aspects of selling is Getting That First Appointment with a qualified, busy prospect.

This How Selling short course focuses on the SELECT and APPROACH steps of How Selling, to help you not only get that appointment, but to make sure it's a good one.

Our courses reach a variety of learning styles among your salespeople using a mix of videos, interactive quizzes, and infographics to explain each step of our process.

What You Will Learn

This course covers the ideal customer profile, valid business reasons, stand out, aligning and contracting expectation, and the don't-give-up sequence.

Course Outline

Unit 1: How Selling Steps
  • An overview of all the How Selling Steps, to help you understand where Getting That First Appointment occurs in context to the entire process.

Unit 2: FIND & SELECT using the Ideal Customer Profile
  • An introduction to the Ideal Customer Profile, to help you more effectively Find & Select the best prospects to target.

Unit 3: APPROACH with a Valid Business Reason
  • What to do before, during, and immediately after Getting That First Appointment, covering Stand Out, the Valid Business Reason, and Contracting.

Unit 4: Don't Give Up!
  • Not all prospects respond on the first few attempts. Now that you know how to get that first appointment, we'll show you how to apply tenacity to the process.

This online course includes six downloads and two self-directed projects to share with your Sales Manager.