The appointment funnel concept describes getting a potential client to an appointment early in the sales conversation. If too many questions are asked without setting an appointment, the opportunity may be lost as the "ball gets stuck at the bottom of the funnel". The goal is to move the conversation toward setting an appointment to test drive a vehicle or learn more before the client loses interest without a firm next step being arranged.

1. Appointment Funnel Concept
What’s most important…..Sounds like we need
to get together! How about today or tomorrow?
Have you ever driven one before?
Well let’s get together and drive one!
What are you driving now? Adding or
replacing? Sounds like a perfect fit!
Similar vehicle-Similar equip-
Better value-consider-rule out
Information day!
End of the opportunity the ball is stuck!
Imagine you drop the ball in the top of the funnel. The ball starts rolling
down the ramp. The goal to get the ball out of the funnel before you get to
then end and the ball gets stuck in the bottom. The concept is to ask for the
appointment early on in the conversation. The longer you take and the more
questions you ask could end up with the client saying.
“Thank you very much for the information”
If you don’t make an appointment you didn’t fail. How ever if you don’t
set and appointment to make an appointment you do fail!