ow many times have you heard this statement when calling a prospect to set up a presentation? "Your services sound interesting. I'll call you back." Do you accept that response, hang up the phone and sit waiting for it to ring later? If you do, you're waiting for something that will never happen.

That call won't come because you didn't get an agreement from the outset. You didn't get a commitment of a yes or a no. You got a maybe. Maybes are a major problem for the sales professional. While a "yes" is the desirable response, a "no" is an opportunity for discovery. It's an opportunity for you to ask what it would take for that prospect to commit to meet you. A "maybe" is just a polite way of saying "no."

In order to get that prospect to commit to a meeting, you'll have to make an offer the prospect can't refuse. You'll have to present a plan. An effective plan incorporates the following components:

• A clear purpose of the meeting. It's all about the prospect - his or her needs, wants and bottom line. The meeting is all for the prospect. Make that clear.

• A convenient date and time for the prospect. Making it easy for the prospect to take the meeting makes it harder for the prospect to refuse.

• A reasonable expectation. Prospects will be more open to a presentation if they know they won't have to make a decision to buy at that time if they don't want to. Rome wasn't built in a day. Your portfolio won't be advanced with just one pitch, either.

• A clear format. The prospect will feel more inclined to meet with you if you make it clear that you won't be doing all the talking. Let them know you will anticipate questions, and then welcome them.

• A defined timeline. Acknowledge the prospect's time is valuable. Assure the prospect your presentation will be brief but informative.

• A mutual agreement. The final issue to be stated before the meeting is to agree on an end result at the meeting. Let the prospect know you will accept a yea or nay at that time ... but don't accept either response beforehand.