Want to Close More Deals? Start Obsessing Over the First Call Instead

Every salesperson wants to close more deals. That’s the goal.

But if you’re obsessed with closing, you’re focused on the wrong part of the process.

In Conversations Made Easy, Chris makes a bold but true statement:

“Stop worrying about what happens at the end. Focus on what happens in the first five minutes.”

Because the close doesn’t start at the proposal. It starts with how well you lead that very first call.

Let’s break down why the first step matters more than the final one - and how to master it.

Why Most Reps Rush the Process

Many reps treat the first call like a quick box-check: qualify the lead, do a mini-pitch, and move on.

The problem? That rush kills trust, and without trust, the deal doesn’t move.

Chris puts it this way:

“If they don’t feel heard, they don’t move forward.”

The close happens when the relationship begins - not when the contract is signed. Your first conversation sets that tone.

Obsess Over These 3 Things on the First Call

1. Your Tone

Drop the pitch voice. Ditch the fake enthusiasm. Your tone should say:

“I’m here to help, not sell.”

Chris teaches that calm confidence builds momentum. You’re not desperate. You’re the guide.

2. The Questions You Ask

Skip the generic stuff like “What keeps you up at night?”

Instead, ask:

• “What led you to reach out now?”

• “How are you handling [X] today?”

• “Anything holding you back from fixing this already?”

These signal that you’re listening - not just qualifying.

3. The Path Forward

Don’t end the call with “Let me know what you think.”

Instead, say:

“Would it make sense to regroup next week with [decision-maker] on the call?”

“What would be the most helpful next step on your end?”

Clarity wins. Ambiguity kills.

Why This Matters More Than Ever

Buyers are more skeptical now. They’ve been pitched to death. If you’re not slowing down and leading a real conversation, you’re just another vendor.

Top reps obsess over the first conversation because they know this is where:

• Trust is built

• Red flags surface

• Momentum begins

“If you do the first call well, the next steps create themselves.”

The Bottom Line

You don’t need to become a better closer.

You need to become a better starter. 

If your first calls are weak, your follow-ups won’t matter. But if your first calls are strong, everything else gets easier.

Inside Conversations Made Easy, you’ll learn how to:

• Structure first calls that build real connection

• Ask better questions that uncover urgency and budget

• Set low-risk, easy next steps that turn conversations into conversions

Enroll today and start turning your first call into your best sales tool.

It’s not about closing harder—it’s about opening better.