This document provides guidance on structuring sales appointments. It discusses dos and don'ts for appointments, such as focusing on learning about the prospect rather than just pitching. It then outlines how to structure appointments, including using the INITIAL CONTACT-CONVERSATION-EXPLANATION (ICE) format. Specific questions are provided for qualifying prospects, understanding their current and desired states, and selling the value of the sales discovery meeting. The document concludes with key takeaways around making appointments about the prospect and setting up the explanation meeting.

1. Appointments

2. Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Presentations
Module 16: Networking
Module 17: LinkedIn

3. Appointment Dos and Don’ts
How to Structure Appointments
What to Say
Sales Discovery

4. • Don’t ”show up and throw up” • Make it more about the prospect
Don’ts Dos
Appointment Dos and Don’ts
• Stay out of order taking mode • Treat the prospect as not interested yet
• Don’t wing it • At least have a list of questions to ask

5. Appointment Dos and Don’ts
How to Structure Appointments
What to Say
Sales Discovery

6. INITIAL CONTACT
CONVERSATION
EXPLANATION

7. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
CONVERSATION

8. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
CONVERSATION

9. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
CONVERSATION

10. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
QUESTIONS
• Pain
• Current state
• Desired state
• Organization
• Qualifying
CONVERSATION

11. How to Organize Appointments
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
30-Minute Appointments 60-Minute Appointments
2.5 minutes 5 minutes
10 minutes 20 minutes
10 minutes 20 minutes
5 minutes 10 minutes
2.5 minutes 5 minutes

12. Appointment Dos and Don’ts
How to Structure Appointments
What to Say
Sales Discovery

13. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
Small businesses
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
CURRENT STATE
• Do you currently have a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
NAME DROP
NAME DROP
• We worked with an accounting firm and they needed to
generate more leads online.
• To solve this we helped them to redesign their website.
• This helped to them to convert more traffic into leads.
• This ultimately helped them to increase the amount of
revenue they were generating through their website.

14. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP PRODUCT
Building Blocks

15. Meeting Warm-Up Questions
• How is your day going so far?
• [Ask a question regarding the weather, sports, recent current event, etc.]
• Where are you based? (if virtual appointment)
• How long have you been working here?
• What did you do before this?
• Where are you from?
• What do you like most about what you do?
• I know why I wanted to meet with you. Is there anything that motivated you to want
to meet with me?
• [Share agenda for meeting] Does that match up with your expectations for this
meeting?
• Is there anything in particular that you are hoping to get out of this meeting?
• Do you have a hard stop for this meeting?
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

16. Current State Questions
• Do you currently have a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

17. INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What are the short-term goals for the organization? Long-term?
• What are the top priorities for the organization?
• What objectives are you focused on?
• What areas are targets for future improvements?
• What issues or challenges would you like to fix?
• If you could wave a wand and change one thing, what would that be?
Desired State Questions

18. Pain Questions
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

19. Pain Points
A lot of businesses that we work with are having issues with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
Are you concerned about any of those?
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

20. Product and Company
We might be able to help you because we provide web design services
• Design and build websites
• Graphic design
• Copywriting
Some ways we differ from other options out there are:
• We only work with accountants
• We use AI to develop the optimum website layout
• We guarantee results
A little more about us:
• Won design awards 5 years
• In business for 30 years
• Woman owned business
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

21. Name Drop
• We worked with an accounting firm and they needed to generate more leads online.
• To solve this we helped them to redesign their website.
• This helped to them to convert more traffic into leads.
• This ultimately helped them to increase the amount of revenue they were generating
through their website.
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

22. Need to Purchase Questions
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What motivated you to look at us (brought you to us)?
• Do you mind if I ask why you took time out of your schedule to meet with us?
• What improvements could you see if you make this purchase?
• What will happen if you do not purchase something?
• Is there a date when this purchase needs to be made?
• What happens if the purchase is not made by that date?
• What is the time frame that the project needs to work along?

23. INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What is the range that you need your budget to stay within?
• Is there a budget approved for this project?
• Have the funds been allocated to this purchase?
• What budget (department) will this purchase be made under?
• Are there other purchases that this funding may end up being used for?
• How does the project fit with other initiatives from a priority standpoint?
Ability to Purchase Questions

24. INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What is the decision-making process?
• What parties will be involved in making the decision?
• What are the key factors that a decision will be based on?
• What functional areas (departments) will be impacted by the purchase?
• Is there a committee that this type of purchase has to go through?
• Who is the ultimate decision maker?
• Who is the person that will need to sign the agreement/contract?
Authority to Purchase Questions

25. INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What other options are you considering?
• How far along are you in discussions with them?
• How do you feel about your other options?
• What do you like about them? What do you not like about them?
• How do they compare with what we have to offer?
• Is there a reason why you would choose us over them?
• If you had to make a decision today, which way would you lean?
Intent to Purchase Questions

26. INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE
• What does the organization look like?
• What objectives is the organization measured against?
• How is the organization structured?
• What does your team look like?
• What other departments do you interface with?
• Who do you report to?
• Is it possible to get a copy of an org chart?
Organization Questions

27. Close
• What do you think about what we have discussed?
• Is this something that you would like more information on?
• A great next step would be for us to show you a demonstration/presentation?
• Is that something you would like put on the calendar?
INTRODUCTION
ABOUT THEM
ABOUT US
QUALIFY
CLOSE

28. Appointment Dos and Don’ts
How to Structure Appointments
What to Say
Sales Discovery

29. What is sales discovery?

30. Can I schedule a sales discovery
meeting with you where I can ask
you a bunch of questions?
Our standard process is to have a
discovery meeting where we can gather
some details about your environment.
What is the best way to get that on the
calendar?
How to Sell the Sales Discovery

31. INITIAL CONTACT
EXPLANATION
APPOINTMENT
DISCOVERY
INITIAL CONTACT
EXPLANATION
APPOINTMENT
DISCOVERY

32. Key Takeaways
• Don’t “show up and throw up”
• Focus half of the appointment on learning about the prospect
• Use the appointment to sell the Explanation of how you can help

33. Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Presentations
Module 16: Networking
Module 17: LinkedIn

34. Please
Like
Comment
Share
Subscribe
Thank You!!!

35. Follow Us
@salesscripter / @sales_halper
@salesscripter / @michael_halper
@salesscripter
www.linkedin.com/in/mhalper/
@sales_halper

36. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

37. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

39. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

41. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

43. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

45. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

46. Get your copy here
https://www.amazon.com/dp/0578615762

47. www.salesscripter.com