The purpose of this recorded call is to demonstrate one way to go about setting the agenda in advance for an appointment you are scheduling with a prospect. This call demonstrates a questioning technique that gets prospects talking about their role of responsibilities, and helps to identify the prospect as the right person to be setting an appointment with.

In closing this appointment the meeting is confirmed using a tactic called the ’Pen or Pencil Confirmation’. This helps eliminate the possibility of a ‘no-show’ prospect on the day of the sales appointment.