The Foundation of a Strong Sales Pipeline

This month, we’re focusing on The Art and Discipline of Making Appointments.

Appointments are the engine of a strong sales pipeline. Without them, momentum stalls.

Appointments can happen on the phone, virtually, in person (in the showroom), or on site (a house call, site visit, or their office). They are not a range of time (between 9–noon), but a clearly defined, agreed-upon time.

Appointments are one of three tools in the sales toolbox that increase both close ratio and average sale. They are a forward step—an advance—in the sale.

If a sale cannot be made during a meeting, then the intention—and the outcome—should be an appointment to meet or speak again.

“A meeting that does not end in a sale or an appointment is an ineffective meeting.”
— Danya Lane, VP Sales, Janus et Cie

Appointments keep everyone focused and intentionally engaged. They create structure. They require preparation. They guide how time is managed—both before and during the meeting—so that the intended outcome can be achieved.

For Sales Associates

How can appointments help you increase the number of opportunities you close?
How might they impact your average sale?

For Sales Managers

How can you incorporate appointments into your performance metrics and accomplishments?
What will you need to do to train your team to be effective with them?

Without appointments, there is no rhythm to the sales process. No forward motion. No intentional progression.

Appointments create momentum. And momentum is what drives results.

Now, go look for opportunities to make appointments.

APRIL SALES SKILLS SERIES: The Art and Discipline of Making Appointments

Wednesday, April 22 · 3–4 PM EDT · Live on Zoom

Appointments drive your pipeline, and when they aren’t happening consistently, everything slows down.

In this month’s free Sales Skills training, we’ll talk about the language that helps customers say yes to next steps, how to secure appointments with clarity and confidence, how to reduce cancellations and no-shows, and why strong appointment-setting naturally increases order size and speeds up the sale.

If you want a more predictable calendar and stronger results, this session will give you practical tools you can use right away.

oxo,

Jody