The Appointment Making Formula™:  

The next web-based workshop for 2011 will be on June 28th

More Info ...


Each month we provide a series of webinars about telephone prospecting challenges and techniques. 
Click Here to see this month's topics and registration form.


The Appointment Making Formulais  designed for both the individual and the  corporate sales team.

Click Here for Details of The Appointment Making Formula


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Mastering Sales Series

The Appointment Making Formula™ Sales Training

Web Based Workshop with Klpz

Our methodology is holistic in nature; template based in application, and is called The Appointment Making Formula™ (The Formula, for short).  It is based on years of feedback from many different approaches to setting appointments to jump-start activity and sales, whether it be for face-to-face or telesales selling environments.  We believe that the appointment making process is just another management challenge that can be broken down into its component parts, monitored, measured and then incrementally improved from both an effectiveness and efficiency basis.   This is addressed through a combination of ‘Art’, which is the methodology, messaging and techniques of the process; ‘Science’ or the mechanics of the process; and ‘Best Practices’ which is a combination of both applied uniquely to your situation.

For more information regarding the methodology and what is taught, click here...   Workshop logistics are mentioned below.


Ask for Meeting

Suspect Answers

Confirm & Attend




Approach Suspect

Counter & Bridge

Ask for Meeting

Suspect Answers


Short Conversation

Optional Qualify

Flow Chart of The Appointment Making Formula™

To address the efficiency challenge (Science), we incorporate an automated appointment software tool to help in the process.  The tool we recommend (Klpz) generally provides three advantages: 

1)  It either allows for the doubling of the number of calls that can be accomplished in a set period of time or cuts in half the time necessary to make the same number of calls.

2)  Because the time and effort involved in using the tool is so minimal, it is actually used by reps; providing management (and the rep) with metrics to improve performance.

3)  The investment of time during the pursuit of each suspect is recorded, providing the organization with a history of the territory and the rep with easy to leverage information to fuel subsequent pursuits of the same suspect.

This five hour workshop is a condensed version of our standard Prospector’s Academy™ and is delivered as a part of a Klpz based solution to address both effectiveness and efficiency.  It consists of five separate ninety minute sessions.  It is designed for those that only want the basics, for smaller sales forces, geographically dispersed sales forces, or individual sales people.  It will enable you to utilize proven methods for overcoming call reluctance, capitalizing upon referrals to penetrate large accounts, and securing more appointments with decision makers.  Using The Formula’s templates, Sales Representatives will create their own individual approach for qualifying and appointment setting and build key skills necessary to generate new appointments.   

The differences between this format and the full Prospector’s Academy™ format are reduced role playing, the removal of lead and referral generation discussions, and no live call blitz.  Follow-through services to reinforce the methodology and develop personalized Best Practices are optional in this program.

For more information regarding the methodology and what is taught, click here...

The actual workshop is a live, instructor led workshop delivered over the web via GoToWebinar.com on the last Tuesday in every month except for July and December. The workshop is approximately 5 hours in length.  Optional Homework exercises are assigned after the workshop to re-enforce the material.

The web-based workshop will be offered ten times each year. Check the list below for exact dates:

2011 Dates:

bulletTuesday, January 25th  (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, February 22nd  (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, March 29th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, April 26th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, May 31st   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, June 28th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, August 30th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, September 27th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, October 25th   (1:00 pm - 6:00 pm Eastern-Time)
bulletTuesday, November 29th   (1:00 pm - 6:00 pm Eastern-Time)

The cost for each workshop
is $495, which includes all of the materials for the course.

There are two additional options that are highly recommended by past participants. (Combined price is the best value.)


Homework review – The Formula is a template based methodology.  To effectively implement your solution, you’ll be assigned homework at the end of the five sessions.  These assignments will step you through the upfront thought work and then the actual implementation of your scripts, counters, voicemails, emails (if appropriate) using The Formula’s template.  The workshop instructor will review your homework to make sure you are interpreting The Formula properly for optimal results.  This reduces the risk of improper implementation. - $100


Coaching sessions – these are two additional one hour phone sessions that involve trouble shooting your results and actual practice (role play) of your scripts, counters, voicemails, etc. with other students.  The instructor will critique and make the necessary ‘course corrections’.  If you’ve ever taken effective sales training, this is where most participants gain their confidence in the application of the material. - $175

bulletCombined package of homework review and coaching - $200



To register, please click here and download the registration form that can be emailed back to us at registration@caponipg.com .  For payment, please bear with us for a while until we get our complete registration system online.  To complete payment or ask us any questions, please call us at 859 559-0342 x3 and speak to Kent Howell.  Payments can be made by credit card (MasterCard, Visa, Discover, or American Express) or via check (received five business days prior to the start of the workshop and made payable to KOSA Consulting).

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