What are the secrets to making more appointments in sales?

Friday Funnel Focus by EPOCH Sales Management Solutions

Our experience shows that “Creating New Opportunities” is one of the two biggest sales management challenges for small business owners.  I am not sure there are any secrets to making more appointments in sales. Bottom line is that sales people need to be unconsciously competent when it comes to making more appointments. 

Here are 12 skills to master to make more appointments. 



Maintain an optimistic and enthusiastic mindset. Be competitive, confident, relentless, and always thirsty for knowledge. Develop a systematic and efficient approach to your sales efforts. Be adaptive and flexible in your approach to different prospects.

Tone and Approach 

How you sound matters, so maintain a casual and genuine tone. Sound normal and approachable to establish a connection with prospects.

The Plan of Attack 

Build target lists of potential prospects. Equip yourself with the necessary tools and resources, including phone call guides, email templates, and a compelling company sales story. Plan and execute your sales outreach strategically.

Objective of the Call

Define the purpose of your call, whether it's to set an appointment (for outside sales reps) or to initiate a full sales conversation (for inside sales reps). 

Do Not Over Qualify

Avoid over-qualifying prospects unless your sales pipeline is full. Be prepared to disqualify non-prospects quickly.

Phone Call Guide - Not a Script

Use a phone call guide or outline rather than a rigid script. Memorize key phrases for specific moments, such as the introduction. 

Use Opening Lines

Start with a personalized greeting using the prospect's name. Introduce yourself and your company. Clearly state the reason for your call and bridge it with a compelling "because."

Probing Questions

Ask open-ended questions when qualifying prospects to gather valuable information. Dig deeper into their current situation, desired goals, obstacles, and motivations.

Make Voice Mail Your Friend

Leave positive and concise voicemail messages. Expect to leave voicemails and be prepared. Encourage callbacks and provide snippets of your messaging. Use humor and maintain a friendly tone.

Increasing Familiarity

Use multiple channels to increase familiarity, including LinkedIn, email, text messages, snail mail, and more. Engage with prospects on social media. Share valuable marketing content to establish credibility.

Becoming Unconsciously Competent

Continuously improve your phone outreach skills until they become second nature. Understand that multiple touches and persistence are key to success in sales.

Teach Your Salespeople That the Phone Is Their Friend

Teaching your salespeople that the phone is their friend can be a valuable strategy for small business owners looking to improve their sales efforts. 

11 tips on how to convey this message effectively


Highlight the Personal Touch

Emphasize that the phone allows for a personal connection with potential customers.  Unlike emails or text messages, a phone call allows for real-time conversation and a chance to build rapport.

Practice Active Listening

Encourage your sales team to actively listen to customers during phone calls. This helps them better understand customer needs and tailor their sales pitch accordingly. Overcome Objections by teaching your salespeople how to handle objections effectively over the phone. This involves being prepared with responses, addressing concerns, and finding solutions to potential roadblocks.

Effective Communication

Stress the importance of clear and concise communication. Salespeople should be able to convey the value of your products or services in a way that resonates with potential customers.

Build Confidence

Many salespeople may have apprehensions about making cold calls or handling customer inquiries. Provide training and support to boost their confidence and help them feel more comfortable on the phone. 

Provide Tools and Resources

Equip your sales team with the necessary tools and resources, such as customer relationship management (CRM) software, call scripts, and product/service information, to make their phone conversations more productive.

Set Goals and Metrics

Establish clear sales goals and key performance indicators (KPIs) related to phone-based sales efforts. Regularly track and review progress to identify areas for improvement.

Role Play and Training

Conduct role-playing exercises to help your sales team practice phone conversations and handle various scenarios. 

Incorporate Technology

Integrate technology that enhances phone-based sales efforts, such as automated dialing systems, call recording, and analytics tools to monitor and improve performance.

Feedback and Improvement

Create a culture of continuous improvement by providing constructive feedback on phone calls.  Encourage your salespeople to share their experiences and learn from both successful and challenging interactions.

Measure Results

Monitor the results of phone-based sales efforts and adjust strategies as needed. Use data and analytics to identify trends and opportunities for improvement.

Reward Success

Recognize and reward the achievements of your sales team, particularly when they excel in phone-based sales. 


By emphasizing these points, you can help your sales team view the phone as a powerful tool for building relationships, closing deals, and ultimately growing your small business.  Incorporating the above strategies and maintaining a positive, proactive mindset can significantly enhance your ability to make more sales appointments and ultimately drive sales success. Remember that building rapport and trust with prospects is crucial for long-term success in sales.



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October 6th, 2023|Categories: | |

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