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Setting Qualified Appointments

Set appointments that are most likely to end in, "Yes!"

Many would say that getting appointments is the most difficult part of their business. But we don’t want just any appointment, you want qualified appointments. Qualified appointments are scheduled in a such a way that you are creating an ideal scenario for your client to buy. When done properly, it shortens sales cycles. The goal is to perform a one-call close, or at minimum get a solid commitment to proceed with the next step in the sales process. When you set qualified appointments, you can go into sales presentations that your client is ready to move forward and you’ve already eliminated the major objections that most salespeople wait to overcome after they attempt to close. As a result, your close ratios will increase dramatically and you will have more time to meet with qualified prospects.

In this lesson you will learn:

  • The 8 Steps to an Appointment Qualifying Script
  • What factors deem an appointment qualified
  • Why non-qualified appointments will not close
  • How much is too much to say prior to scheduling an appointment
  • How to overcome common objections to setting an appointment
  • How to insure your clients will keep their appointments
  • How to handle “no shows” so they are more likely to end in a sale
  • How to make sure your clients are excited to meet with you
  • How to avoid “selling” prior to a meeting and why it’s important
  • The 6 questions you must have answered before meeting with a client, whether online or in person
  • Why it’s important to schedule a separate time for a sales meeting, presentation or demo rather than proceed to a presentation right away (even if the customer wants you to!)
  • Assignment: Download the worksheet to complete your appointment setting script.
  • CHALLENGE: Submit your script for feedback and see a sample response. Set 10 appointments with your new script!
  • Certificate of Completion: Successfully complete the quiz to receive your certificate of completion

Plus:

  • Appointment Setting Flow Chart Cheat Sheet (to keep at your desk)


Your Instructor


Jessica Magoch
Jessica Magoch

I'm Jess Magoch (pronounced MaGooch), your Virtual Sales Trainer. I have a Bachelor's from NYU, built a $40MM ARR sales team for a startup and teach sales courses at UPENN’s Startup Incubator, EDSI.

Now, as the CEO & Founder of JPM Sales Partners, I show entrepreneurs, with my proven sales methodology and interactive online training course, how to master and enjoy their sales conversations to create a business that energizes them.

Most people don't dream of being in sales (I certainly didn’t). It comes with baggage and preconceived notions.

But let's face it, without sales you don't have a business. Sales is a process that I've come to love (and you will too). I've trained and taught hundreds of professionals.

It's my 'sweet spot' to making an impact in the world.

With a background in yoga and acting, I believe in the mind, body, soul approach to selling. The mind is your mental toughness. The body (the how) is the physical, logical, strategic methodology. The soul is your inner game and state of being. When all three are combined, you can truly embody your on-purpose business with total freedom.

...and yes, I can teach you how.

I call it Sales Training with a Spiritual Kick.

It’s the cherry in your Dr. Pepper.

It’s the essence of something you can’t quite put your finger on, but is the essential ingredient that makes all the difference.

Having a meaningful business that supports your family financially and emotionally can grant you the ultimate freedom you crave.

...and mastering sales is how you get there.







"High Impact and Rare"

Jessica worked brilliantly with our EDSi fellows. She covered a wide range of critical information, including: asking our entrepreneurs to consider who the customer really is (as a person), how to build trust and relationships, and how to understand the customer's needs accurately. I think Jess' work was particularly useful because, while it touched the strategy and the financial model of each business, it stayed clearly on the sales (customer acquisition) side. Her feedback and insights were rich in context and given with empathy and understanding. It is clear to me from working with her that Jess has deep knowledge underneath her comments. We drew on that knowledge in a classroom setting, and I believe her contribution would also be immensely useful in 1:1 interaction.
-Leslie Mitts, CEO, University of Pennsylvania's Education Design Studio, Former Practice Director, Wharton Entrepreneurial Programs, & CEO of Phoenician Ventures.

"We came away with a plan that truly made sense for us and gave us confidence that we could attain our goal."

Jessica recently worked with us to establish a sales plan to meet our goals. As a startup, sales is particularly challenging due to many competing priorities and lack of formal training on the part of the senior team. After working with Jess for even a short period of time, we came away with a plan that truly made sense for us and gave us confidence that we could attain our goal. Jess helped us to identify areas where we needed to make changes to our process and where we could improve our messaging. She also helped us to figure out a system for measurement, which was important. I felt that she really understood our business, even after just working together for a short time. I highly recommend JPM Partners for anyone looking to get their arms around their sales goals and strategy!
- Jennifer Anderson, Co-Founder at Sustrana | Helping Companies Build Focused Sustainability Program

"I know I am prepared."

I have so much more confidence when approaching potential clients now that I know I am prepared. That pays off in a very tangible way! $$
Lindsay Bushong, Director of Business Development for MilkCrate, a platform that grows and measures your social and environmental impact.



"Honest and authentic"

Jessica is a great teacher and mentor who knows how to engage with customers and clients in an honest and authentic manner. She gets concepts through interactive exercises, uses humor in an effective way and is ready to take some personal time with everybody to really get deeper and give tailored advice.
-Jeroen Strijbosch, Co-Founder, Project Indus World, An EdTech Startup connecting students globally through its storytelling platform

"A fresh perspective to a profession as old as civilization"

I've been in sales for many years. JPM Sales Partners offers a fresh perspective to a profession as old as civilization. It's not just the information, but the teaching style and core beliefs that will help any student advance head & shoulders above the competition. At the same time I feel inspired to create my own individual style. I will be a JPM Sales Partners student for life!
-Robin Alexander, NYC Independent Licensed Agent, Medicare and Health Insurance

Frequently Asked Questions


Are there any pre-requisites?
There are no pre-requisites for this course. However, we do recommend that you complete the course steps in order to gain full knowledge of the entire sales process.
When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.
How do I pay?
We accept all major credit cards through Stripe, our payment processor. Once you select choose to enroll in the course, you will be asked to create a login if you aren't already a member of our site. Then you will be asked to pay for the course. Once you complete the payment, you'll be taken to a thank you page which will give you immediate access to the course. See you there!

Get started now!