The opening minutes of any sales call are vital. You must remember that rapport is built immediately so how you sound is important. Everyone makes decisions about who they are talking to in seconds.

To put it mildly most companies sales forecasting just isn’t delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over.

We do almost anything to avoid the humiliation. And even when there’s no alternative – when we know we just have to kneel before the one we have wronged and admit our shortcoming – we still try to weasel our way out of making a full-on apology.