1. Preparing for the Call Make sure your contacts are in a central, easily accessible location. Review status/ID of various prospect groups. Rank the potential of your prospect groups by potential to purchase. Prioritize list for calling. Set a phone schedule. Set a call standard for minimum number of hours. Pre-determine potential meeting times. 2. The Actual Phone Call Develop a script, including the following stages: . Introduction . Reason for Call . Seek more information/active listening . Request for appointment Close Speak with confidence. Know your value to the prospect. Listen carefully. Ask relevant questions.Update database with information learned during the call. 3. Preparing for The In-Person Appointment Review database/CRM system with contact information. Determine meeting goals. Research company information if needed. Imagine the conversation. Practice, practice, practice. 4. During the Meeting Remember to actively listen. Meeting flow might follow this pattern but make it natural: 1. Small talk/introduction 2. Acknowledge reason for visit 3. Confirm amount of time available 4. Begin Asking probing, open-ended questions 5. Confirm need 6. Check for acceptance/agreement 7. Present solutions 8. Close to get to meeting goal 9. Agree upon next stepUpdate database with notes, ranking and next steps. Send you thank-you including . Appreciation for meeting, Restate needs, . Restate benefits discussed, . List promised action items, . Additional ideas or research that you conducted after the meeting related to the topics discussed or questions raised. Complete all follow-up activities