Appointments

Apr 16, 2026 01:54pm

By Jody Seivert

Under Sales Coaches, Sales Managers, BADAS & Appointments

3 min read

The Right Outcome Isn’t Always the Sale

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The intention of every sales interaction is the sale—but that is not always the outcome of every interaction.

During the conversation, the buyer may realize there is more to know or more to do before purchasing. And often, they didn’t know that before the meeting began. This is especially true in custom or consultative sales. That’s where structure matters.

As sales associates, it’s critical to understand where the buyer is in their process—and when they are actually able to…

When You Should Be Setting Appointments

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This is the second in the series on making appointments. Each installment includes actions for both sales associates and sales managers.

One of the many advantages of making appointments is that you can decide when they happen. Rather than keeping your calendar open, begin to plan your schedule around the appointments you intend to set.

Appointments are best made during lower showroom traffic times—and at times that are naturally conducive to meeting:early morning, lunch time, and the end o…

The Foundation of a Strong Sales Pipeline

This month, we’re focusing on The Art and Discipline of Making Appointments.

Appointments are the engine of a strong sales pipeline. Without them, momentum stalls.

Appointments can happen on the phone, virtually, in person (in the showroom), or on site (a house call, site visit, or their office). They are not a range of time (between 9–noon), but a clearly defined, agreed-upon time.

Appointments are one of three tools in the sales toolbox that increase both close ratio and average sale. They …

Blog

Appointments

The Right Outcome Isn’t Always the Sale

When You Should Be Setting Appointments

The Foundation of a Strong Sales Pipeline

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