The secret weapon for setting appointments is a solid script.  The key to a script is to never waiver.  Smart prospects will try and shortcut your script by asking questions.   Most of the time these questions are reasonable and most of the time sales people jump from script to objection handling.  If the salesperson doesnt stay on script and begins handling objection--------that salesperson is now on an impromptu presentation and they will 100% of the time not get the listing. Listen to the episode here: