Problem: Dennis was the VP of Sales for a medium sized application service provider and was concerned about the high number of appointment cancellations his reps were getting. As an example, he related something that had happened about ten days before. Apparently Richard, one of his reps, had made an appointment with a prospect that looked like they’d be a good fit for the company. A day after the appointment had been made; the prospect called back and asked that the rep send “some information” about the company prior to the meeting. Richard felt that this was a good sign of interest and complied, sending a fairly extensive package of information. It contained spec sheets on some of the products, a partial client list, company history, several recent news releases, etc. Then two days before the appointment was scheduled, the prospect called and canceled, saying that they had looked over the material that was sent, and they felt that a meeting would not be necessary. This, explained Dennis, happened too often.