Is Your Appointment Strategy Paying Off?

Measure your results. Monitor your activity. Adjust your calendar and your actions as needed.

The beauty of being organized and scheduled is that you can begin to see what is actually happening. You can see how many appointments you are making, which time slots are most popular, and where adjustments may be needed. If you have to move an appointment to accommodate a customer’s schedule, where does it tend to move? What type of appointments work better for you—in person or on the phone?

If you started with a handful of appointments, are you filling them? If they are consistently full, do you need to add more to your schedule?

Approach this process objectively. Consider it a learning opportunity. There are no mistakes here—only information that helps you refine your sales process.

For Sales Associates

Plan time once a month to evaluate your activity and your results. Enter that time with a sense of curiosity and wonder—not looking for what is right or wrong, but what is effective and efficient…or not. Then find the courage to make adjustments.

For Sales Managers

Make appointments an active part of your training and coaching. Use this same structure and strategy in the meetings you schedule with your associates so that appointments become part of your culture. And like the sales associates, monitor and measure their progress and results.

Now, go evaluate your progress.

April 30

MAY SALES SKILLS SERIES: Handling Objections with Clarity and Calm

Wednesday, May 20 · 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 how objections are not conflicts; they are requests for more information. Objection handling is a muscle you can strengthen — and it will change your results.

This session teaches:
• The difference between concerns and conditions
• The language patterns that clarify the real issue
• How to respond simply and stop talking
• How to reduce defensiveness — for both of you
• How to turn objections into commitments

oxo,

Jody