The opening minutes of a prospect meeting carry more weight than many sales professionals give them credit for. It can dictate whether you are starting from a position of strength or from behind. From that very first moment forward the prospect is trying to determine one thing: What does this person actually want from me?

The question is - do you want your prospects thinking about where you're trying to take them, or how you will use their answers to advance a sale? Or do you want their energy and effort focused on answering your questions with honesty? All of this is determined by how you start your conversations.

In this episode, Dan and Pam explore what it actually takes to create the conditions for an honest conversation — including what's required to help prospects examine their biases and challenge their beliefs.

This episode is relevant for anyone who has walked out of a meeting thinking it went fine — and then never heard back.

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