First appointment consulting training for B2B reps: how to run discovery meetings, ask business-impact questions, educate the buyer, build value, and consistently close for the next step. Sales skill set #9 of the Modern Sales Performer Course Collection.
Get this course through Outliers for $59/month →
QUICK ANSWER
You've spent hours cold calling and prospecting to get to this point. Now what? Most reps wing their first appointments and hope for the best. This course teaches you 10 proven techniques for executing a first appointment that moves the deal forward every time.
Derek covers consultative selling techniques, relationship-building skills, and how to uncover opportunity that leads to a clear next step. These are the strategies used by top sales reps who consistently convert first appointments into qualified opportunities. Sales skill set #9 of the Modern Sales Performer collection.
WHO IT'S FOR
COURSE CURRICULUM
12 lessons. All content in one focused section.
THE FULL COLLECTION
This module is Module 09. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
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
"I crushed my sales quota, won rookie of the year, and have been promoted 3 times."
"Pure gold. It helped double our sales in just three months."
"After this course I was 100% sure what I am doing and why — it changed my approach completely."
"Reps with 15+ years of experience said it got them back to basics in the best way."
Outliers · The complete path
Join Outliers and this training is included. You also get the full Modern Sales Performer collection, monthly live Outliers meetings, a serious sales community, and practical resources you can keep using in the field.
Want the advanced training too? Outliers Elite ($129/month or $1,290/year) adds the Fearless Prospector Masterclass, Virtual Selling Machine, new Elite content, and one 30-minute one-on-one coaching session with Derek each quarter.
PRICING
Choose lifetime access to the collection—or start today through Outliers.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
Or access it today
$59/month
Get this module plus the complete 14-course Modern Sales Performer collection through Outliers.
FAQ
What are the 10 first appointment tips?
The 10 techniques are taught inside the course. They cover preparation, rapport-building, consultative questioning, identifying opportunities, presenting your value in the moment, and closing for the next step — all grounded in Derek's 17 years of field sales experience.
Can I buy this module individually?
Individual modules are not sold separately. Get this course and the complete 14-course Modern Sales Performer collection through Outliers for $59 per month, or choose the Modern Sales Performer lifetime-access option. Outliers Elite ($129 per month) includes the same collection plus the Fearless Prospector Masterclass, Virtual Selling Machine, and quarterly one-on-one coaching with Derek.
Should I complete Modules 07 and 08 before this one?
Yes — the progression is intentional. Get in the door first (07–08), then run a great first appointment (09), then ask great discovery questions (10), then propose (11).
Is this for virtual meetings or in-person?
Both. Most of the 10 tips apply whether you're in a conference room or on a video call. For a complete virtual-selling system, also see the Virtual Selling Machine course.
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.
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 →
