Matt Ryder says most sales reps lose deals in the first 30 seconds by opening with themselves instead of the prospect's problem. The fix: position yourself as someone there to solve their specific issue, not prove you're an authority.
Most sales reps realistically are losing deals in the first 30 seconds. Like they're worried about things like setting frames and like statusing and trying to be on the same level as the prospect and they're too neutral or they're like overly aggressive. And I think that this misses the point entirely. The whole point of an opener is to be like, hey, I'm here to help you. I'm the salesperson. You have problems, I have solutions. So if your opener is structured around setting you up as the authority and not actually as someone who's there to help solve the problem, then you're like having more of an ego-affirming call rather than a sales Ecco.
