Module 09 of 14
Modern Sales Performer Collection · Self-Paced

First Appointment Tips That Close for the Next Step

First appointment consulting training for B2B reps. Learn 10 specific tips for running your first B2B meeting, asking better discovery questions, educating the buyer, and closing for a confirmed next step — not a “let me think about it.” Sales skill set #9 of the Modern Sales Performer Course Collection.

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14
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30K+
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LEARN ON ANY DEVICE

Take the course from your desktop, tablet, or phone. Start the next lesson whenever you’re ready and move through the training at your own pace.

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QUICK ANSWER

How do you run a first sales appointment that actually closes for a next step?

Getting the first meeting is hard enough. But if you don’t run it right, you walk out with nothing — no next step, no commitment, no path forward. The first appointment is where most reps lose deals they should have won.

This module delivers 10 specific tips for running a consultative first B2B appointment so it closes for a next step. Reps learn how to prepare, ask business-impact discovery questions, educate the buyer, build value, and leave with a real, confirmed next step both parties are committed to.

✓Learn 10 specific tips for running an effective first B2B appointment
✓Know exactly how to close for a next step before you walk out the door
✓Use first appointment consulting skills to uncover business impact and build value
✓Stop leaving meetings without a clear commitment and a date
✓Build the habits that separate reps who advance deals from reps who stall them
✓Taught by Derek Shebby — 13-time Sales President’s Club Award winner
First Appointment Tips That Close for the Next Step — Module 09 of Modern Sales Performer

WHO IT’S FOR

Is this the right course for you?

✓ This is for you
✓You get first meetings but they don’t consistently convert to next steps
✓Prospects tell you they’ll “think about it” and then go dark
✓You’re not sure what the goal of the first meeting actually is
✓You want a checklist of things to do before, during, and at the close of every first appointment
✓You’re a manager who wants every rep on your team running a consistent first appointment process
✗ This isn’t for you
✗You already close for a firm next step consistently at the end of every first meeting
✗You sell direct-to-consumer or e-commerce
✗You haven’t started getting first meetings yet — go to Module 07 or 08 first
✗You want proposal or objection training — go to Module 11 or 12 for that

COURSE CURRICULUM

What’s inside — the full breakdown.

1 sections · 12 lessons.

1
First Appointment Tips That Help You Close for a Next Step
12 lessons
Overview of First Appointment Tips
First Appointment Tip 1
First Appointment Tip 2
First Appointment Tip 3
First Appointment Tip 4
First Appointment Tip 5
First Appointment Tip 6
First Appointment Tip 7
First Appointment Tip 8
First Appointment Tip 9
First Appointment Tip 10
Quiz: First Appointment Tips

THE FULL COLLECTION

All 14 modules — in order.

This module is Module 09. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.

01
Module 01
Top Performer's Guide to Long-Term Sales Success
46 lessons · Foundation, discipline, activities, time management, focus
43 lessons
FOUNDATIONS
02
Module 02
Winning the Numbers Game
Activity ratios that tell you whether your week is on pace
11 lessons
METRICS
03
Module 03
Why Some Customers Buy & Others Don't
The four buyer types, the trust ladder, buying triggers
12 lessons
PSYCHOLOGY
04
Module 04
Cold Calling Scripts & Value Propositions
Talk tracks that sound human and consistently book meetings
17 lessons
MESSAGING
05
Module 05
The Ultimate Talk Track Workbook
The complete library of talk tracks for every stage of the sales process
12 lessons
MESSAGING
06
Module 06
How to Create a Sales Target List
Source, qualify, and segment 1,000 names into 100 priority accounts
11 lessons
LIST BUILDING
07
Module 07
How to Prospect on Foot
The field cold calling skill almost no one teaches anymore
22 lessons
CANVASSING
08
Module 08
How to Prospect over the Phone
Get past gatekeepers, leave voicemails that actually get returned
21 lessons
PHONE
09
Module 09
First Appointment Tips That Close for the Next Step
10 tips that end every meeting in a confirmed next step — you are here
12 lessons
MEETINGS
10
Module 10
How to Ask Great Questions That Lead to Opportunity
Discovery questions that uncover real buyer needs
1 eBook download
DISCOVERY
11
Module 11
Proposal Tips That Build Value & Profit
Templates that justify price and shorten the close cycle
20 lessons
PROPOSALS
12
Module 12
Sales Objections Simplified
Scripts for the four objection categories every B2B rep faces
20 lessons
OBJECTIONS
13
Module 13
How to Create a Sense of Urgency
4 ways to create real urgency without being pushy
12 lessons
CLOSING
14
Module 14
Tools for Dealing with Rejection
10 mental tools so you don't burn out by year three
12 lessons
MINDSET

YOUR INSTRUCTOR

Derek Shebby.

Derek Shebby

Derek Shebby

FOUNDER · MODERN SALES TRAINING

Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President’s Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.

REAL RESULTS

What reps are saying about the Modern Sales Performer collection.

★★★★★

“I crushed my sales quota, won rookie of the year, and have been promoted 3 times.”

Greg Shin · Sales Director DIRECT
★★★★★

“After the Modern Sales Performer course I was 100% sure what I am doing and why.”

Vlad R. · Import Department Chief G2
★★★★★

“Pure gold. It helped double our sales in just three months.”

Michael G. · Founder / CEO G2
★★★★★

“I’ve made a lot more money now because I have a proven strategy to build value on all of my deals.”

Justin Mottola · Account Manager DIRECT

PRICING

This module is part of the Modern Sales Performer collection.

Get this module — and all 13 others — in one complete program.

Modern Sales Performer Collection

14 Modules · 18+ Hours · Lifetime Access

✓This module is included in the full collection
✓All 13 other modules — the complete B2B sales system
✓140+ lectures · Downloadable worksheets, scripts, and templates
✓Lifetime access — study from your computer or phone
Learn More About the Full Collection →

Or try 12 lessons free — no credit card.

FAQ

Questions before you enroll.

What does ‘closing for a next step’ mean?

It means ending the meeting with a specific, agreed-upon next action — a date, a time, a commitment — not a vague ‘follow up with me next week.’ This module teaches you how to set that up throughout the meeting so asking for it at the end feels natural.

Can I buy this module on its own?

No. This module is available exclusively as part of the Modern Sales Performer collection — 14 modules, 18+ hours. Learn more about the full collection →

Are these 10 tips specific actions or general principles?

Specific actions. Each tip is something you do (or don’t do) in the meeting — not mindset advice. Derek built these from 17 years of running and coaching first appointments in B2B sales.

What if the prospect genuinely needs to think about it?

That’s covered. There’s a difference between a real objection and a stall. The module teaches you to recognize which one you’re dealing with and how to respond to each.

Can my company reimburse me?

Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.

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Get this module — and all 13 others — in one complete program.

The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.

Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →