051 The Prospecting Objective is Not to JUST Set the Appointment

One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more.   And, that causes salespeople to miss opportunities, and waste time.   You'll hear how and why, and a case study makeover of one rep's former approach, and the modified, more effective strategy and tactics, which you can model too.