Have you ever gone to an appointment and known instinctively in the first few moments that your prospect would buy from you?
Have you ever sat in a restaurant or a party, conscious of someone nearby you’d like to meet, but didn’t know how to open a conversation with that person? When was the last time you met someone you liked immediately, so much that you knew you would be best friends?
In each of these interactions, you faced a four-minute threshold. This make-or-break period has enormous influence over whether you will become best friends or acquaintances, do business together or receive just one more rejection. These first four minutes are so important that relationships are created or lost based on what you say during this critical period.