By Appointment Seminar


The essence of our By Appointment – a better way to sell™ Seminar is to promote a more professional “by appointment” culture and focus on setting minimum performance standards and requisite steps in setting appointments and generating referrals.

Not only do we show attendees how to set more appointments; we share insights into how to improve show rates and increase closing ratios.

Based on the unassailable ratio of 3:2:1 – for every 3 made, 2 will show and 1 will buy: imagine the increase in volume when each sales consultant makes just 3 more appointments per week!

Seeing the value of sessions over multiple days, many dealers sent their entire sales staff to previous seminars.

Appointment Module Topics

  • Relevant Statistics
  • How to Improve Your Odds
  • How to Improve Your Closing Ratios
  • Benefits for the Sales Consultant
  • Benefits for the Prospective Customer
  • Sources of Appointments
  • How to Identify High Gain Opportunities
  • How to Set and Keep Appointments
  • How to Overcome Most Common Objection
  • Telephone Communication Skills
  • Email Communication Skills
  • 10 Powerful Scripts to Use


  • Lectures
  • Group Discussions
  • PowerPoint
  • Motivational DVD’s
  • Case Studies
  • Q & A Session


  • Framed Certificate of Accomplishment
  • Workbook and Word Scripts
  • Sample By Appointment Handout
  • Sample Referral Handout