RAB Insights

RAB Research Archive

The cancelled appointment

Customers seem to cancel appointments for no apparent reason. But there's always a reason.

Salespeople schedule appointments too far in advance, ask for too much time, or forget to sell the value of the appointment.

Having an effective appointment strategy may help avoid cancellations. Appointment seeking is more than just sending an invitation. It includes nurturing with contagious content and perhaps doing some preliminary outreach before the appointment.

Source: Josiane Feigon, Sales Consultant