George Foley opens every AI sales meeting with one question: "What were you looking to get out of this meeting today to make it feel productive?" It shifts control to the prospect, cuts through nervous rambling, and reveals exactly what they need to hear before they'll move forward.
Here's the one question I ask at the start of every AI sales meeting: What were you looking to get out of this meeting today to make it feel productive? This puts it back on them to tell them exactly what they're looking for, what piqued their interest in the product enough to book a meeting, and what do they need to have covered off before they feel like they can proceed. At the start of the call, you probably feel a lot of pressure to ramble. That's where your nerves are at the highest. So by flipping this around to them and making them tell you exactly what you need to deliver, you then have a playbook and structure. You can set the agenda, take control, back of the meeting, and deliver each of those points.
