In today’s episode, we explore one of the most important—yet most frequently overlooked—skills in Sales Leadership: opening a sale the right way. That very first interaction with a customer—the meet and greet—often determines whether you win or lose the deal long before price, quoting, or follow-up even come into play.

You’ll uncover a practical, repeatable three-step approach that helps you identify what customers genuinely care about, build early emotional connection, and guide them into a natural buying conversation that significantly lifts your chances of closing the deal.

Key Takeaways:

• Customers buy emotionally, then justify rationally.
• The way you open the sale sets the tone for how you close the sale.
• The three steps to open a sale powerfully are: Ask what’s important; Repeat it back; Ask what happens if you get it right (trial close)
• This process uncovers deeper needs and builds strong emotional connection.
• Teaching your team this framework will lead to better deals, stronger conversions, and more predictable Results.

Time Stamps:

0:00 Intro

0:54 How to Open a Sale

1:25 Importance of Opening a Sale

2:24 Understanding What The Customer Wants

3:50 Repeating It Back To The Customer

4:42 Asking the Customer What Happens If You Get It Right

6:13 Wrap Up

6:46 Action Items

7:45 Outro

To learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/

To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.