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Accelerate—Making the Appointment

In: The Sales Sat Nav for Media Consultants

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  • Ricky McKenna

Abstract

The higher the investment is, the more the customer needs the good feeling when buying a solution. In other words, the good feeling of having bought the RIGHT product from the RIGHT service provider. For this reason, personal contact with the customer is particularly important in B-to-B business and is one of the most important indicators in sales success. The customer appointment is an excellent platform to deepen the relationship and trust building with the customer through personal contact from person to person. In the following, different techniques for successful appointment scheduling will be presented in this chapter.

Suggested Citation

  • Ricky McKenna, 2023. "Accelerate—Making the Appointment," Springer Books, in: The Sales Sat Nav for Media Consultants, chapter 0, pages 73-87, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40734-6_4
    DOI: 10.1007/978-3-658-40734-6_4
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