Sales Series Part 2 of 7: Connect

You’ve got 90 seconds to earn their trust.

That’s how long it takes a prospect to decide whether you’re a peer, a guide… or a waste of time. 

Most consultants blow it because...

👉 They jump in too fast—solving too early.
👉 Or they hesitate—unsure how to take the lead, so they let the prospect drive. 

But when you start with calm confidence, you instantly signal:

“I’m a pro. You’re in good hands.”

In this issue, I’ll show you how to start your sales calls with confidence, warmth, and gravitas—so you lead with clarity and connect with ease.

✅ The 3 goals of a powerful opening
✅ Word-for-word scripts that set the tone
✅ A real-world example from the FBI that shows how deep connection builds trust 

Let’s dive in…

🛠️  Sales Series Part 2 of 7: Connect: How to start your sales calls with confidence, warmth, and gravitas
🛠️ The "Connect" Call Prep Checklist:  To help you lead your conversations confidently to a sale

🧠 Why the Opening Matters

The first few minutes aren’t just about rapport.

They’re about framing the conversation.

When you open with clarity and structure, you…

1. Set expectations

2. Establish yourself as the guide

3. Help both of you relax into the conversation

And when you do it with heart—not just words—you build real connection.

🎯 Your 3-Part Goal in the 'Connect' Phase

1. Create comfort. Show them you’re a real person.

2. Build credibility. Signal that you’ve done your homework.

3. Frame the structure. Tell them what to expect—and get their buy-in.

📖 How an FBI Agent Became a Master Connector

In Supercommunicators by Charles Duhigg, he tells the story of FBI agent Felix Sigala—known for his extraordinary ability to connect with people in high-stakes conversations.

His secret was to be genuinely curious. He listened deeply. And—crucially—he shared, too.

When someone opened up, he didn’t just probe. He responded with something from his own life.

Not to compete, but to connect.

“Empathy,” Duhigg writes, “isn’t just about understanding others. It’s about letting them understand you, too.”

Use that mindset in your sales conversations.

💬 Opening Script #1: Simple + Direct

“Thanks for making time.
Here’s what I’d love to do—I'll ask a few questions to understand where you are and what you want to achieve.
If I feel I can help, I’ll walk you through what that would look like.
And if it’s not the right fit, that’s totally fine too. Sound good?”

Why it works: It’s warm, respectful, and takes the pressure off both sides.

💬 Opening Script #2: With Personal Rapport

“Great to meet you—really enjoyed your post last week on [topic].
Here’s how I’d like to use our time: I’ll ask a few questions, share some thoughts, and if there’s a fit, we’ll talk about next steps. Sound good?”

Why it works: It blends personal connection with confident direction.

🧘‍♂️ Bonus Tip from the FBI: Share Something Back

If they say,

“It’s been a tough quarter—client churn caught us off guard.”

Try:

“I’ve definitely been through a few of those myself. One time, I lost 30% of my pipeline overnight. It taught me a lot about retention. What’s your biggest takeaway from this quarter so far?”

This back-and-forth builds trust faster than a dozen tactics ever will.

🛠️ This Week’s Action:

Before your next sales call, rehearse your opener aloud.

It’ll feel smoother—and you’ll start with calm leadership instead of nervous energy.

Try this:

💭 “Let’s use the next 30 minutes to get clarity. I’ll ask a few questions, share what I see, and if it feels like a fit, I’ll show you what working together could look like. Sound good?”

📌 The Big Takeaway

Ditch the "always be closing" pressure and lead.

Provide structure, clarity, and a benevolent tone that says, "I'm trustworthy, competent and here to help if it's a fit." 

Connect with curiosity, empathy, and a willingness to share—not just to sell.

When you Connect well, the rest of the conversation flows.

Next week, we’ll go deeper into Step 2: Discover—how to ask questions that uncover what really matters (and make you unforgettable). 

To better conversations,
 

—Dale

Want to dive deeper? Check out these related articles:

🔎 Win More Clients With The Benevolent Servant Leader™ Sales Framework
🔎 The "Fire the Boss Forever" Plan (Part 3 of 5): Turn Your Expertise Into Assets That Make Money While You Sleep

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P.S.: When you're ready, here are more ways I can help you...