Want to get better on the phone setting appointments? Try this idea.

A tip on how to build practice into your normal day.

This tip comes from one of our clients, Kevin Lane, of Lane Family Financials. He says that we should attempt to speak about our business/solutions as often as we can in our everyday life. Continue reading “Want to get better on the phone setting appointments? Try this idea.”

The five key steps to preparing for a Call Block.

Preparing for a Call Block is not as simple as it seems, but it still is a simple process.

At the Starting blocks

When we’re ready to start calling for appointments, all we need to know is who we’re going to call, right?

Wrong. To efficiently complete what we call a ‘Call Block’, one must take a few steps to be able to flow through the calls without interruption.

Here’s what we need to do: Continue reading “The five key steps to preparing for a Call Block.”

Want to get better on the phone? Try this idea.

A quick tip on how to build practice into your normal day.

Practice imageIf you’re a fan of this blog, then you know I talk about how perfect practice makes us better.

This tip is all about practice and comes from one of my clients, Kevin Lane, of Lane Family Financials. He says that we should attempt to speak about our business and solutions as often as we can in our everyday life. The concept being, the more we talk about what we do in the same fashion, using the same words we do when selling on the phone, the more natural the phraseology and descriptions become.

Remember, we want to sound natural in our conversations when trying to set an appointment. However, we don’t want to be ‘winging it’ each time, saying something different. So practice how you describe what you do, how you do it, and why people should meet with you when people ask you, “What do you do?”

If you’d like more information on the topic of how to set more appointments, drop us a line or give us a call. Or, if you’re simply interested in why no team of sales professionals has ever failed to at least double the number of Initial Appointments they were setting after going through one of our programs, give us a call or drop us a line. We love talking appointment making!


Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™.  It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process.  We can be reached at 817 224-9900 or at bcaponi@caponipg.com. You can also find answers to many of your challenges in my books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and  Volume II: Efficiency, the Science of Appointment Making.