Apr 5 • Tomas Chatila

How to Make a Powerful First Impression in Sales (And Book the Meeting)

Want to know why most salespeople lose deals before the pitch even begins?

Because they blow the first 10 seconds of the call.

If you’re not capturing attention fast, building immediate trust, and booking that meeting with certainty, you’re just making more noise in an already noisy market.

What I'm laying out here is a new blueprint for you to use with steps to help you own the call, connect with decision-makers, and open more pipeline.

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🎯 Step 1: Impression That Hits Like a Lightning Bolt

According to a study by Microsoft, the average human attention span has dropped to just 8.25 seconds, which is less than a goldfish (9 seconds).

And the #1 way to control that moment is through being absolutely certain in why you're making the call. Not through confidence, but through certainty.

An unshakable belief in what you’re saying, who you’re saying it to, and why it matters. I need you to understand something very important, certainty travels through your voice, and decision-makers can feel it.

💡 Here’s what grabs attention instantly:

  1. Saying their name with tonality that carries authority. 
  2. Speaking with unshakable certainty (not just confidence). 
  3. Eliminating any hesitation, filler words, or “ums”

🧠 Pro Tip: Before the call, know the decision-maker’s name, title, recent activity, and company status. Walk in with the energy of, “This call matters to them. I know it. And I’ll deliver.”

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Why Mastering Objections Matters:

💬 Step 2: Build Direct Rapport

  • How familiar does this sound:
 "How's the weather Ireland?"

Rapport ≠ friendliness.
Rapport = relevance + credibility + human connection.

The problem is many people heard that phrase "how's the weather" and the message it signals today is surrounded with fake smiles and a very generic approach. 

Your time with a gatekeeper or a decision maker needs to be very direct and straight to the point without wasting anyones time. Aim for relevance and precision here. 

Today’s buyers are skeptical, let alone when strangers 'sales reps' call them and the guards go up. What they’re craving is someone who gets their world, and that’s you, if you’ve done your prep.

💡 Here’s how to do it right:

  • Mention a specific achievement or update from their company
  • Reference a recent product launch, press release, or LinkedIn post
  • Say something that proves this call wasn’t random
  • Be SUPER intentional and specific with what you want from them. A meeting? A visit? Decision on commercial proposal? 

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Why Mastering Objections Matters:
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🎧 Step 3: Active Listening

The biggest issue is that the most reps would want to immediately talk and respond to the prospect instead of attentively listening to what they are stating to uncover the real drivers of action. 

There are several benefits from active listening: 

  • You gain trust
  • You gather insights for closing 
  • You slow down the pitch to speed up the deal

💡 Some tips:

  1. Ask open-ended questions: “What’s your biggest growth challenge right now?” 
  2. Paraphrase what they said: “So if I understand correctly, your team is struggling to X…”
  3. Confirm details: “Is that your biggest priority this quarter?”

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Why Mastering Objections Matters:

📅 Step 4: Book the Meeting With Certainty

Reality is that AI is advancing very fast, automation is cutting departments, and traditional career paths are crumbling. But do you know what isn’t going anywhere?

The ability to sell.

In fact, it’s becoming more valuable by the day. 🔥

Sales multiplies everything you do. If you know how to sell:

  • You can land the job you want, even against people with better résumés.
  • You can raise funding for your startup or land high-paying clients as a freelancer.
  • You can negotiate your salary, promote your ideas, and move faster through life.


The benefits are amazing:

  • In sales, you’re not locked into a fixed paycheck. 
  • There’s no cap unless you accept one. 
  • Every conversation, every pitch, every follow-up has the power to put money in your pocket. 
  • No other skill builds wealth this fast, this directly. Sales is the gateway.
  • You learn how to handle rejection, read people, build trust, and move with certainty.

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Why Mastering Objections Matters:

🎯 Dominate Day One

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🔁 Step 5: Follow Up Like a Closer (Not a Beggar)

Think the job ends after the first call? Think again.
Most deals aren’t lost because of objections. They’re lost because sales reps didn’t follow up. Follow-up is not about checking in, it’s about getting creative in ways to staying top of mind with value.

💡 Follow-Up Playbook:

  • Day 1: Recap the conversation + share a relevant insight
  • Day 3: Drop a case study or result related to their industry
  • Day 5: Send a quick 30-second video or voice note
  • Day 7+: Ask a new question based on their original pain points

Be the rep who adds pressure by being the one who cares more.

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Why Mastering Objections Matters:

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Master Sales from the Ground Up

Everything in this blog comes directly from Module 5 of the Sales Fundamentals course inside Desatmos.

Duration

2 hours in total

Lessons

42 lessons

Access

Online Self-paced

PDFs

4

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