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why-the-first-10-minutes-of-every-estimate-are-the-most-important-benji-carlson

Ep 47: Why the First 10 Minutes of Every Estimate Are The Most Important – Benji Carlson

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30-SECOND SUMMARY
Why the first 10 min of your sales call is more important than the last ten minutes
The 3 things that you need to accomplish in the first 10 min that will help you close the sale
1 little mindset trick to perform before you talk to your prospect
How to convey likability right off the bat
The best way to establish a Leader/Follower dynamic during a sales call
Where to insert trial closes into your sales calls so the customer doesn’t ever feel blindsided

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Read a Summary of Episode 47

In a chess match, a player’s first sequence of moves is known as an “opening”.  The opening is a memorized series of 8 to 12 moves that, ideally, sets up the chess game in an advantageous way for the player.  

Execute the right opening, and you’ve created some leverage for yourself.  Execute the wrong opening, or make a mistake during it, and you’re fighting an uphill battle.

Now, when I say “Master your Opening”, I’m talking about the first few minutes of your sales call. I’ve heard different businesses call sales calls different things. You might call it an estimate, a quote, a consultation, an appointment, a design meeting, a discovery meeting, but for clarity, I’m going to refer to it as the sales call.

I know what you might be thinking.  Aren’t the last 10 minutes the most important?  Aren’t those precious moments when you’re “closing” the most important? When a pen is being put to paper, or when a deposit cheque is being cut?  

The closing moments ARE crucial, but to me, the opening is the most important because it sets up the close.

The customer usually makes up their mind about whether they would do business with you in the first ten minutes, not when they are staring at your quote.

The closing moments ARE crucial, but to me, the opening is the most important because it sets up the close.

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Benji Carlson

Benji Carlson

As the son of two proven entrepreneurs, Benji’s spirit for self-starting business runs deep. Since he was a young teen, Benji has been starting and running profitable small businesses; most recently culminating in a highly successful 4-year career as a franchisee with College Pro Painters. Benji’s enormous heart and passion for people is what drove him to produce over $1,000,000 in revenue while taking the highest quality care of his employees and customers. He was consistently acknowledged for having the most productive staff in the company, while leading more junior franchisees to fulfill their potential. Benji’s uncanny ability to find the right people and put them in the right place make him a natural fit for Breakthrough Academy’s Assessment Team.

Upon finishing up his career with College Pro, Benji set out on the ultimate victory lap: a nine-month transcontinental motorcycle trip from Canada to Peru.

Benji lives in beautiful Kelowna BC. During the summer you’ll usually find him on two wheels: either bombing down a trail on his mountain bike or cruising the pavement on his motorcycle. When the snow falls, he escapes to the mountains for steep and deep powder.

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