Being Scheduled: The Power of Appointments in Sales

For sales professionals everywhere

Being scheduled takes organization and structure to the next level. It’s about more than just having a to-do list—it’s about placing actions in time where they need to happen for both you and your clients.

When you schedule appointments, you create commitment, clarity, and momentum. You take control of the process instead of leaving follow-ups and next steps to chance. Appointments are an agreement between you and your client—a commitment to progress.

Why Scheduling Matters

Think about your own calendar. Do you:

✔ Keep track of key actions, or do you just try to remember what needs to happen?
✔ Offer specific times to meet, or do you leave it open-ended for your prospect to “get back to you”?
✔ Follow up with scheduled check-ins, or do you wait for the customer to reach out when they feel like it?

If you’re leaving too much up to chance, it’s time to take control with intentional scheduling.

When you pre-slot appointment times in your calendar, you can:

• Make scheduling seamless – Just select a time, add client details, and send an invite.
• Stay proactive – Never lose a lead because you “forgot to follow up.”
• Ensure smoother client communication – No more guessing when the next conversation should happen.

How to Implement a Scheduling Strategy

1. Use a Scheduling Framework

The best way to stay in control of your calendar is to pre-slot times for key activities. Here’s an example of a retail showroom salesperson’s weekly appointment framework:

• Mornings: Confirm appointments, follow up on deliveries, check on unsold quotes.
• Midday: Handle outreach, customer follow-ups, and social media engagement.
• Afternoons/Evenings: Book client meetings, confirm upcoming appointments, and send thank-you notes.

By setting aside intentional time blocks, you can stay ahead and stay efficient.

2. Use the “Either/Or” Scheduling Method

Stop asking, “Would you like to meet again?” Instead, guide the next step with clear options:

• “Would morning or afternoon work better for you?”
• “I have Thursday at noon or Friday at 10—what’s better?”

This eliminates uncertainty and keeps both you and your client moving forward.

3. Schedule Follow-Ups Immediately

If you finish a client call or meeting without a set next step, you’re losing momentum. Instead, make it a habit to schedule the next action before ending the conversation.

Join Us for March’s Sales BE Series Webinar!

📅 Date: Tuesday, March 18
⏰ Time: 4 PM EST (1 PM PST)
📍 Location: Live on Zoom
🔗 Sign up now: onexone.com/be

Topic: Being Inquisitive – Ask the Right Questions to Uncover Customer Needs.

This free, live session will cover:
✔ 15-20 minutes of focused training on mastering the art of asking discovery and directing questions
✔ 30-40 minutes of Ask Me Anything (AMA), where you can bring your biggest sales challenges for real-time coaching

If you can’t make it live, sign up anyway—you’ll receive access to the recording. Don’t leave your success to chance—take control of your process, your schedule, and your results.

Now, take a look at how you’re currently handling scheduling. Are you guiding the next step, or leaving it open-ended? Try scheduling more intentionally this week, and see how much smoother your process becomes.

Try it—you’ll like it.

oxo,
Jody