Sales 101: Appointment Making

Sales 101 - Appointment Making

# of Lessons




Skill Level





Marisa Pensa

Available Captions

English, Spanish

Also Included

Knowledge Check, High-quality HD content in the “Uniquely Engaging™” Bigger Brains Teacher-Learner style! 

How to get people to say “yes” when you ask for an appointment


The first step in being a successful salesperson is to have someone to sell to. In this course, professional sales trainer, Marisa Pensa, walks you through the basics of getting sales appointments.


This includes:

  • What to say (on the phone or in person)
  • What NOT to say (on the phone or in person)
  • How to make effective phone calls
  • Knowing your numbers


What’s the best way to get past the gatekeeper and talk to decision-makers? This course shows you what to say – and what not to say – to successfully get in front of people that can buy what you sell. This course also gives key tips on how to get and maintain interest, like how to ask “ledge questions” to save a conversation that may be slipping away from you.


Over an hour of high-quality HD content in the “Uniquely Engaging” TM Bigger Brains Teacher-Learner style!

Course Contents:

# Lesson Length
1 Introduction to Appointment Making 8:29
2 Speaking to Decision Makers 4:44
3 The Importance of Scripts 12:12
4 The Appointment Making Process 12:03
5 The Five Categories of Objection 7:38
6 Repeat, Reassure, and Resume 5:26
7 Overcoming Objections: Part 1 11:14
8 Overcoming Objections: Part 2 5:21
9 Overcoming Objections: Part 3 9:55

Related Course Recommendations:

Brain Bites: Let Them Know You're Listening
Competitive Selling
Salesforce Essentials

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