I find that the start of many sales meetings to be confrontational and/or adversarial. This is not a feature. To solve this problem, I use a technique called “Framing”, which transforms an “us vs. them” vibe to a “we’re all on the same side” vibe by using the power of momentum.
Let’s break the ice and play Two Truths and a Lie, where Scott explains whose in sales, knowing when to say no, and whether or not sales is hard.
The premiere episode of the Sell Yourself Fearlessly podcast. In this episode, Scott explains how he went from a high school party guy to running his own business for 20+ years.