Essential Level Series

E-010 - Strategies for Effective Appointment Setting

Introduction

We need to cause those customers who do not purchase on
the first visit to return for a second visit. Why? Because,
statistically, some buyers may purchase on the first visit but
the remaining buyers make their purchasing decisions on the
second, third, and fourth visits to your community.

This material presents strategies for getting those customers
to come back.

Objectives

Upon completion of this material, you will be able to—

1. Recognize the value of setting appointments.

2. Describe a closing and appointment setting mind-set.

3. Describe when and how to create opportunities for
appointments.

4. Describe how to make appointments.

5. Define and describe reasons to call back.

6. Describe the basics of telephone Follow Through^®.

Create an action plan highlighting the three most important
concepts/strategies/techniques gained from this material along
with benefits for each.

Who Should Attend

Salespeople, sales managers, Realtors^®, marketing managers, assistants and design center personnel.