One of your most important tasks is making calls to set appointments. Whenever possible make your phone calls in the morning while you and your prospects are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment.

This is not the time to check your e-mails, playsolitaire on the computer, make personal phonecalls or chat with your associates.

You must avoid the temptation to try to sell your product or service over the phone. Your objective for the call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Don't shoot from the hip... use a script! It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager, friend or spouse until he or she feels you sound confidence and professional.