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Stop losing sales within the first 3 seconds. 

This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount.

The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from "selling" to "understanding." The podcast emphasizes the importance of asking targeted questions that are tailored to the individual and their specific situation. These questions should build upon each other, guiding the conversation towards the decision-maker and uncovering valuable insights about the prospect's needs.

The podcast warns against generic, company-focused questions that can alienate the prospect. Instead, it encourages sales professionals to ask creative, engaging questions that demonstrate genuine interest in the individual. The goal is to create a connection and build rapport, establishing a foundation for a productive conversation.

Here are some starter questions focused on the individual:

• "What's been the most rewarding part of your role lately?"
• "What are some of the biggest challenges you're currently facing in your day-to-day work?"
• "What are you most passionate about in your field?"
• "How do you typically approach [relevant industry challenge]?"
• "What's one thing you'd like to accomplish in the next quarter?"
• "What does a successful day look like for you?"
• "How has your experience been with [relevant industry topic]?"
• "What is one thing you are working on to improve?"

The podcast concludes by emphasizing that by prioritizing genuine connection and asking thoughtful questions, sales professionals can captivate prospects from the very beginning and avoid losing the sale within the first few seconds.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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