THE APPOINTMENT PRESENTATION Most salespeople fail at the outset of the selling process because they don’t realize the purpose of an Appointment Presentation. Most believe that the purpose of an Appointment Presentation is to qualify the customer and ascertain whether or not he is a viable prospect. It’s not. The purpose of an Appointment Presentation is one thing and one thing only: to make an appointment. The Appointment Presentation moves the prospect from where he is to the second Benchmark in the process, the Needs Analysis Presentation.
