Ever feel like your prospects are shutting you down before you even get a chance to start?

They cut you off, rush you along, or outright say, “Just show me what you got” or "what's the price" within the first few moments of the call?

It's frustrating.

The reality is that most AEs are never taught to actually 'how to build rapport' with cold prospects.

So, they get on calls and start asking dumb questions like, "How's the weather out there?" or some other menial small talk.

And then they wonder why their prospects are resistant to open up and talk.

That's why questions based on the "Cognitive Influence Model" (CIM) can be very powerful.

It's a framework designed to influence decision-making by harmonizing emotional appeal and logical reasoning.

It helps create a seamless flow where prospects feel emotionally connected and logically aligned, reducing resistance and fostering trust for more confidence decision-making.

In a nutshell, it allows for deeper and more trusted conversations, which increases your win-rate.

To help you build faster rapport and trust, I recorded a short training for you with very specific examples of how to leverage the CIM model into your sales calls.

Check it out here.

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