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First 30 seconds of every sales call: "I'll be here for 45 minutes. We'll spend the first 20 talking about your problems. Last 25 on solutions. Sound good?" That's it. Agenda set. Most reps show up and immediately start talking about their company, their process, their credentials. Customer checks out in 3 minutes. I tried both approaches across 150 sales calls. Setting the agenda upfront increased my close rate from 28% to 41%. Why? Because people hate surprises. They hate not knowing how long
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