Once a salesperson has established objectives and set an appointment with a prospect, what should they do next?

Sending the sales agenda to the customer is a strategic move that helps ensure both the salesperson and the prospect are on the same page prior to the meeting. This agenda outlines what will be discussed, allowing the prospect to prepare any necessary questions or topics they wish to address. By providing this information in advance, the salesperson demonstrates professionalism and respect for the prospect's time, leading to a more productive appointment.

This approach also serves to establish clear expectations for the meeting, which can enhance engagement and set a collaborative tone. It may also increase the likelihood of addressing the prospect's specific needs and interests, ultimately fostering a stronger relationship and better outcomes during the presentation or discussion.

In contrast, discussing objectives with the sales team is more internally focused and may not directly contribute to the success of the meeting with the prospect. Preparing a final presentation might be premature at this point, as adjustments based on the agenda and the prospect's input may be necessary. Waiting for the customer to contact them could lead to lost momentum and a lack of initiative, which can diminish the effectiveness of the sales process. Thus, sending the agenda is the most proactive and engaging step to take after setting the appointment.