Presenters: Bill Helkamp & Scott Plum
Prospects form an impression in under 7 seconds, and it can take 8–10 positive interactions to reverse a poor one. Their first thought is often, “Is this worth my time?”—creating pressure on the salesperson to perform, not persuade. This session explores how to lead a confident, value-driven first meeting by setting clear expectations, creating relevance, and defining next steps that build trust and sales momentum.