B2B sales training with a focus on setting quality face-to-face appointments is in high demand these days. A key component tied to this concept is the definition of a quality face-to-face appointment. Here’s a handy guide to use that defines quality and not-so quality appointments:
| Quality Appointments | Not-So Quality Appointments |
| A needs analysis meeting | Dropping off donuts |
| Conducting a brainstorming session | Picking up a check |
| Presenting a proposal and closing a sale | Dropping off an invoice |
| Conducting a post-sale ROI meeting | Random drop-in to "see how things are going" |
6 Tips to Help B2B Salespeople Set More Quality Appointments
Now that you know the difference between appointment types, here are some tips to set more quality appointments:
- Use testimonials that highlight problems solved for other clients (especially testimonials that use the ‘4P’ format—Problem, Plan, Process, and Performance).
- Use third-party referrals from satisfied customers.
- Send the prospect articles about their business that might be helpful to them (and to illustrate knowledge of the prospect’s business).
- Write a focused letter of introduction that includes a valid business reason and demonstrates preparation for the meeting requested.
- Develop and use a company capabilities brochure to highlight the resources available to help a prospect or customer.
- Send a Personal Marketing Résumé to let prospects know how a seller does business with their best clients.
Looking for a partner program for sales trainers?
Many B2B sales consultants and trainers have figured out developing content for sales training takes time and money. Tapping into a partner program that provides resources for consultants is a viable option these days for the following reasons:
- Partner programs provide ready to use training resources—online courses and onsite workshops
- Partner programs pay a commission.
Here are some links to partner programs available:
