appointment setting
Many would say that getting appointments is the most difficult part of their business. But we don’t want just any appointment, you want qualified appointments. Qualified appointments are scheduled in a such a way that you are creating an ideal scenario for your client to buy. When done properly, it shortens sales cycles. The goal is to perform a one-call close, or at minimum get a solid commitment to proceed with the next step in the sales process. When you set qualified appointments, you can go into sales presentations that your client is ready to move forward and you’ve already eliminated the major objections that most salespeople wait to overcome after they attempt to close. As a result, your close ratios will increase dramatically and you will have more time to meet with qualified prospects.In this lesson you will learn:
  • The 8 Steps to an Appointment Qualifying Script
  • What factors deem an appointment qualified
  • Why non-qualified appointments will not close
  • How much is too much to say prior to scheduling an appointment
  • How to overcome common objections to setting an appointment
  • How to insure your clients will keep their appointments
  • How to handle “no shows” so they are more likely to end in a sale
  • How to make sure your clients are excited to meet with you
  • How to avoid “selling” prior to a meeting and why it’s important
  • The 6 questions you must have answered before meeting with a client, whether online or in person
  • Why it’s important to schedule a separate time for a sales meeting, presentation or demo rather than proceed to a presentation right away (even if the customer wants you to!)
  • Assignment: Download the worksheet to complete your appointment setting script.
  • CHALLENGE: Submit your script for feedback and see a sample response. Set 10 appointments with your new script!
  • Certificate of Completion: Successfully complete the quiz to receive your certificate of completion
Plus:
  • Appointment Setting Flow Chart Cheat Sheet (to keep at your desk)

 

Class Curriculum

Welcome!
  • Welcome!
  • Course Tutorial & Task List (5:50)
  • Join the Community
  • Complete Your Contact Details
Lesson
  • Introduction (0:46)
  • What is a Qualified Appointment? (3:33)
  • Step 1: Develop Rapport (2:33)
  • Step 2: Pre-Qualify (1:31)
  • Step 3: Set Expectations (0:45)
  • Step 4: Qualify (7:32)
  • Step 5: Mini-Presentation (0:32)
  • Step 6: Close (2:11)
  • Step 7: Confirm (3:41)
  • Step 8: Overcome Objections (7:19)
  • How to handle "No Shows" and turn them into sales (2:31)
  • Flowchart and Assignment (1:35)
  • Sample Appointment Setting Script (6:57)
Resources
  • Audio & Slides (Downloadable)
  • Notes (Fill-in-the-blank Note Taking Template)
  • Appointment Setting Flow Chart
  • Worksheet
Application
  • Challenge
  • Quiz & Certificate of Completion
  • LIVE WORKSHOP May 11, 2017 1pm EST / 12pm CST / 10am PST
Wrap Up
  • Refer-a-Friend
  • What's next?

Enroll
 
 
Hi! I'm Jess.  Here's why you should learn from me...

Hi! I'm Jess. Here's why you should learn from me...

I'm Jess Magoch (pronounced MaGOOCH), Virtual Sales Trainer and mom of two little superheroes. I have a Bachelor's from NYU, built a $40M sales team from scratch for a healthcare startup in corporate America and taught my sales courses at the University of Pennsylvania's EDSI EdTech Startup Accelerator, The Business of Doing Good, TechGirlz and am an Alumna and Philadelphia Ambassador to the Pipeline Angels, a bootcamp that teaches women how to angel invest and invests in women-led social enterprises.

I've sold and have taught how to sell to individuals, large corporations, small to medium sized businesses, startups, channel partners and brokers. Now, as the CEO & Founder of JPM Sales Partners, I show social entrepreneurs, with my proven sales methodology and interactive online training course, how to master their sales conversations so they get excited about selling again.
Most people don't dream of being in sales  (I certainly didn’t).

Most people don't dream of being in sales (I certainly didn’t).

It comes with baggage and preconceived notions. But let's face it, without sales you don't have a business. Sales is a process that I've come to love (and you will too). I've trained and taught hundreds of professionals. It's my 'sweet spot' to making an impact in the world. But in order to master sales, your process and your approach have to be as authentic as you are.

Now I know that learning the skill of selling means freedom. Freedom to start your own business, do what you love, and determine your own income. It breaks the glass ceiling and allows you to spend time with the people you love when you want to, travel where and whenever you want, and live life on your own terms. That's why my business is structured the way it is and why I do what I do for other people.
With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

The mind is your mental toughness. The body (the how) is the physical, logical, strategic methodology. The soul is your inner game and state of being. When all three are combined, you can truly embody your on-purpose business with total freedom...and yes, I can teach you how.

I call it "Sales Training with a Spiritual Kick."

It’s the cherry in your Dr. Pepper. It’s the essence of something you can’t quite put your finger on, but is the essential ingredient that makes all the difference.

You can do this.

I can show you how.

"High Impact and Rare"

Jessica worked brilliantly with our EDSi fellows. She covered a wide range of critical information, including: asking our entrepreneurs to consider who the customer really is (as a person), how to build trust and relationships, and how to understand the customer's needs accurately. I think Jess' work was particularly useful because, while it touched the strategy and the financial model of each business, it stayed clearly on the sales (customer acquisition) side. Her feedback and insights were rich in context and given with empathy and understanding. It is clear to me from working with her that Jess has deep knowledge underneath her comments. We drew on that knowledge in a classroom setting, and I believe her contribution would also be immensely useful in 1:1 interaction.

-Leslie Mitts, CEO, University of Pennsylvania's Education Design Studio, Former Practice Director, Wharton Entrepreneurial Programs, & CEO of Phoenician Ventures.

"We came away with a plan that truly made sense for us and gave us confidence that we could attain our goal."

Jessica recently worked with us to establish a sales plan to meet our goals. As a startup, sales is particularly challenging due to many competing priorities and lack of formal training on the part of the senior team. After working with Jess for even a short period of time, we came away with a plan that truly made sense for us and gave us confidence that we could attain our goal. Jess helped us to identify areas where we needed to make changes to our process and where we could improve our messaging. She also helped us to figure out a system for measurement, which was important. I felt that she really understood our business, even after just working together for a short time. I highly recommend JPM Partners for anyone looking to get their arms around their sales goals and strategy!

- Jennifer Anderson, Co-Founder at Sustrana | Helping Companies Build Focused Sustainability Programs
  • Are there any pre-requisites?
    Are there any pre-requisites? There are no pre-requisites for this course. However, we do recommend that you complete the course steps in order to gain full knowledge of the entire sales process.
  • When does the course start and finish?
    When does the course start and finish? The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
  • How long do I have access to the course?
    How long do I have access to the course? How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
  • What if I am unhappy with the course?
    What if I am unhappy with the course? We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.
 
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About JPM Sales Partners

JPM Sales Partners is a Sales Recruiting, Training and Consulting firm that specializes in helping Social Entrepreneurs achieve their sales goals so they can achieve their life's goals. 

Sales Expert 2016 Fit Small Biz

Disclaimer

The information in this website is for informational and promotional purposes only. The courses and services we advocate will not make you an overnight sales success because you have to do the work. We're here to give you the tools, the insights, and the support you need to transform how you view the sales process and how you pitch to others. If you put in the effort, we know you'll reap the rewards.

© JPM Partners, 2014-2016

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