If This, Then What? 10 Insightful Sales Filters for First Appointments Blog Feature
Steve Bookbinder

By: Steve Bookbinder on July 27th, 2016

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If This, Then What? 10 Insightful Sales Filters for First Appointments

Sales Tips | First Appointment

Great first appointments are essential to starting off the sales process on the right foot. They are also the foundation of building a solid pipeline.

Calendar First Appointments

Here are 10 if-then statements to help you establish a solid first appointment policy:

  1. If you are closing sales every month and want to avoid a slow month, then remember: scheduling a first appointment is the only way to replace a sale and a lost opportunity.

  2. If you want to increase your deal flow per month, then remember: first appointments shorten the time between sales.

  3. If you don’t want a gap between closing one sale and closing the next, then begin replacing opportunities 4 to 8 weeks before you lose them.

  4. If you need to decide how safe or strong to play a meeting, then look to your calendar for courage. First appointments are like trains in the distance delivering promise; collectively, they give salespeople their position of strength.

  5. If your calendar has a lot of first appointments, then believe in the system and take the time to qualify each appointment so you only continue having appointments with the opportunities which are most likely to close.

  6. If you need to get more prospects in your pipeline, then focus on the little wins. This can include scheduling meetings to maximize fact-finding and relationship building because you need to learn about your prospect, their business, their team, and their goals.

  7. If you want to increase your average deal size, then complete the “Biggest Possible Deal” exercise before every first appointment in order to properly evaluate the potential opportunity and identify the right starting point to collect the largest portion of budget.

  8. If you conclude a first appointment with a promise to send a proposal, then you are attempting to actively shorten the sales cycle. But, be careful…

  9. If you shorten the sales cycle too much by abbreviating the time between first conversation and proposal, then your proposal may reach them too soon -- before they are ready to make a decision.

  10. If you want to uncover what the prospect is really thinking, then don’t assume they only know what you tell them. What have they learned on their own? What is their history with similar products and services? Be sure to ask the right questions.

Familiarize yourself with these typical if-then cases for first appointments. With these in your arsenal, you’ll be prepared with crucial insights.

First Appointment Structure


About Steve Bookbinder

Steve Bookbinder is the CEO and sales expert at DMTraining. He has delivered more than 5,000 workshops and speeches to clients all over the world and has trained, coached, and managed more than 50,000 salespeople and managers. Steve continuously refreshes his training content to reflect his latest first-hand observations of salespeople across industries and regions. Through him, participants in his workshops and coaching sessions learn the best practices of today’s most successful sellers and managers across industries. Steve understands that sales is a competitive game. To outperform competitors and our own personal best results, we need to out-prospect, out-qualify, out-present and out-negotiate everyone else, not merely know how to sell. Through his specialty programs in Pipeline Management, Personal Marketing, Great First Meetings, 2nd-level Questioning, Sales Negotiating, and Sales Coaching, Steve trains sales teams to master the skills they need to overcome the challenges they face in today’s world… and keep improving results year over year.

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