The First Few Seconds

The first few seconds of a sales interaction matter—whether you’re in person or on the phone.

Getting people on your side quickly is important. When we first meet someone, our brains are doing a quick scan: Do I like you? Do we agree? Do I feel safe here? That judgment happens fast—within seconds. And if you’re in sales, your job is to stack the deck in your favor.

You can increase your chances of being liked—and trusted—by using Strategic Rapport.

Not small talk. Not the weather. Not “How’s your day going?”

Strategic rapport means starting with something the other person actually cares about.

Maybe they love baseball. Follow Formula One. Just got back from London. Love coaching their kid’s soccer team. Or they’re a runner, a dog person, a gearhead, or someone who’s always planning their next hike.

If you already know what interests your clients—lead with that.

These are the kinds of topics that energize people. That get them talking. That break through the transactional tone most sales calls fall into. You're not trying to manipulate the conversation—you’re trying to connect. And connection makes people more open, more honest, and more likely to listen.

Here’s why it works:

People get a shot of dopamine when they talk about themselves. It feels good. It’s chemically rewarding. And all of us have one or two topics we cannot help but talk about. When you hit that topic early in the conversation, you’ve already made the experience more enjoyable—because you’ve made it about them.

Here’s what happens when you do this well:

You reduce resistance

You increase receptivity

You sound like a human, not a script.

They share more.

You gain trust before you ever talk about pricing, or timelines.

If you don’t know what they care about? Ask. Not with a weak “How was your weekend?” but with something intentional:

 “What is your favorite thing to do outside of work?”

 “How did you get started in the business?”

 These open the door to real conversation. They tell your client: I see you. I’m curious. I care enough to ask.

Strategic rapport doesn’t need to be long. It needs to be real.

Sometimes all it takes is a sentence to change the tone of a meeting.

This isn’t fluff. It’s tactical. Because the better your relationship, the better your results. People buy from people they trust—and they trust people they enjoy talking to.

Want to win more deals? Start by being more likable.

And that starts with talking about what they care about—not what you care about.