Appointment setting
Seen as the acid test of any calling assignment, my skill is in making valuable appointments to move a prospect through the sales cycle, not for the Sales person to have a first fragile discussion. My appointments have a clear objective set, for both the prospect and the Sales person. This avoids the dreadful first appointment situation where the prospect says “oh yes you are in my diary….will this take long…what is it you want to discuss…. I only have 15 minutes”