I'm convinced that diving straight into the purpose of the meeting builds better rapport than almost anything else a salesperson can do in the first five minutes of a call.
Most reps are taught to warm up the buyer. Small talk. Weather. Sports. A compliment about their hometown or company. And while there’s nothing wrong with a little human connection, it’s often misplaced.
Buyers don’t show up to sales calls hoping to kill a few minutes.
They show up to get something done.
When you start with clarity and purpose, it shows respect. It signals that you’re here to use their time well. Ironically, that builds more trust than any small talk ever could.
I’m all for some friendly conversation. But I like it better when it comes at the end—once we’ve made progress, once the buyer feels like their time was well spent, and once they’re more relaxed.
Leading with “why we’re here” puts everyone on the same page. And that’s the fastest way to real rapport.
Want your reps to build trust fast? Teach them to lead with purpose, not pleasantries. Start the call with clarity, not chit-chat.
At BridgeSelling, we train sales teams to lead with purpose, earn trust quickly, and make every minute of the call count. When you’re ready, let’s talk.
