You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversation with someone you’re wanting a commitment from. So, how do you, an invisible stranger, get your prospect, an unknown person, to go quickly from fear to trust, then from trust to curiosity, and, finally, from curiosity to commitment — all in about a half of a minute? And how do you do it so the call doesn’t end with a disappointing outcome? Chris, Corey, and today’s Market Dominance Guys’ guest, Oren Klaff, managing director of Intersection Capital, tackle this challenge with a discussion about trust and how to manufacture it, especially at the speed and scale necessary for startup founders to glean success — before their new venture runs out of money.About Our GuestOren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script. Market Dominance Guys is brought to you by:ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.