You Closed the Deal. You Just Started the Hard Part. | Michael Crane

"It's really not the words that you say, but it's how you made them feel that is what stays with you." — Michael CraneMichael Crane spent five years running into other people's worst days as a firefighter before a blood clotting disorder forced him out of the job. Now he's a sales and strategic partnerships leader at Talkiatry, and the instinct he built running toward emergencies is the exact same one he uses to sell virtual psychiatry access to healthcare gatekeepers who've heard every pitch before.Karl and Michael get into why "how was your weekend" is a conversation-killer disguised as small talk, the "opportunity document" Michael builds before every call so he never shows up not knowing who he's talking to, and why the deals he's most proud of are the ones where he told a prospect exactly what his company doesn't do.What you'll get from this episode:The one question Michael asks instead of "how are you" — and why it changes the entire tone of a virtual meetingWhy leading with a personal story (including a failed suicide attempt in his own family) builds trust faster than any credential canHow doing your homework before a call is a form of respect, not just prepWhy telling a prospect what you can't do builds more trust than promising to solve everythingThe mindset shift from "we closed the deal" to "we just started the next lap"#H2H #HumanConnectionPodcast #StartupLeadership #CompanyCulture #B2BRelationships===You can connect with Michael Crane here:https://www.talkiatry.com/You can connect with Karl Pontau here:www.vouchedconnections.comwww.thehumanconnectionpodcast.comhttps://www.linkedin.com/in/kpontauhttps://www.youtube.com/channel/UCUbf_bDWwB9KVrFn5Sj3u2w?sub_confirmation=1Please like, subscribe, and share this episode with somebody you care about!