Have you ever made a scheduled call to a new prospect only to reach their voicemail? Or shown up for a confirmed appointment only to be told your contact isn't in the office? Unless you just started selling yesterday, I imagine the answer is yes.
These types of scenarios are frustrating, especially if you have driven for an hour or more to meet face-to-face with your prospect. However, let's look at this from your prospect's perspective for a minute.
A multitude of problems can throw a person's well-planned schedule off-track. An unexpected meeting request from the boss or a major problem with a customer or other department quickly becomes a priority and wreaks havoc with his or her calendar.
Let's face it: Complications happens. And when you're dealing with a filled calendar, minor change or delay, there is a ripple effect.
