You built a list, made suspecting calls, prospecting calls, follow-up calls, overcome objections and you have finally set an appointment. You worked pretty hard to earn your appointment, so it is probably a good idea to prepare properly.

• Review company website
• Read recent articles on the company/industry
• Read the hoovers.com profile
• Speak to any contacts you may have at the company or within the industry
• Read the bio of the decision maker

• Plan to be on time
• Your appearance and attitude
• Review notes from previous contact
• Your company’s value proposition
• Your discovery questions
• Your company’s philosophy
• Your company’s process
• The presentation tools you plan to use (brochures, site visit agenda, course manuals etc.)
• The objections you anticipate the prospect may have
• Your closing strategy-what is the next step with the prospect
• Roles during meeting (if more than one team member will attend)

• Schedule site visit(s)
• Schedule another appointment with other decision makers
• Invite the prospect to company event
• Write a proposal and schedule a proposal presentation meeting