🛋️ If the Buyer Doesn’t Feel Safe, the Opener Doesn’t Work

Every salesperson is taught to start strong.
Set expectations.
Ask for permission.
“Frame the conversation.”

And on paper—it makes sense.
But in practice?
It often lands like a setup.

“Can I take 30 seconds to tell you why I’m calling?”
“At the end, you can say yes, no, or tell me it’s not a fit…”

That sounds good in a training room.
But when the buyer’s guard is up, it feels like theater.
Like a line you’ve said a hundred times today.

Because it’s not just what you say—
It’s when you say it.
And how safe they feel when you do.

Sales is part science, part art.
The science shows you what to do.
The art teaches you when—and how—to do it without breaking the moment.

You can study the frameworks.
You can learn the questions.
But the timing?
The silence?
The feel of a conversation turning?

That part isn’t taught.
It’s discovered.

The opening of a conversation should do one thing:
Create space.

Not for your pitch.
But for their honesty.
For their no.
For their silence.

The strongest openers don’t build control.
They build comfort.
They let the buyer relax into the truth.

That’s when the real conversation starts.

The Buyer Shrink Take:

If you’re trying to protect your time, you’ve already lost theirs.
Don’t lead with structure.
Lead with softness.
The silence will tell you when it’s time to ask for more.

Every opener carries a signal.
Make sure yours says: You’re safe here. 🛋️