I know you have a firm grip on this, but pity the sales soul who asks the question.

I don't confirm. I set the appointment deep – if I do want to confirm, I tell them I will confirm a day before via email.

Appointments do not cancel on me unless there is a major problem with the client's schedule which does occur.

All challenges and problems in the selling cycle happen “up stream” – if you set wussy appointments, you are more likely to be stood up.

If you don't get a credit approval early, your cycle will be extended if not completely negated.

If you set an appointment with users not decision makers – you get the point.

Good post.