Should I trust you?
Is it possible to lose a major sales opportunity because in the first 30 to 60 seconds your buyer concluded that you are a person with whom he would not do business—Is that possible? It’s extremely possible. So the first decision the buyer makes is his decision to listen to you.
The first 30 to 60 seconds with your prospect are very critical. Insincerity is the number one negative decision prospects make about salespeople in the first 30 to 60 seconds. And that decision kills more salespeople than any other prospect decision.
—Michael Bosworth, Solution Selling
