Yesterday, Kalia and I went to see Smile 2.

Afterward, I said “That wasn’t very scary,” and my wife looked at me like I had three heads.

See, fear is all about perspective. What rattles one person might leave the next person totally calm. Same thing happens in meetings with prospects: what’s keeping them up at night might be something that’s barely on your radar—unless you know exactly what’s bothering them.

One of the simplest ways? Have your prospect fill out a pre-meeting questionnaire. A few targeted questions can reveal their main concern or biggest pain point—giving you a direct path to talk about what actually matters to them and skipping over what doesn’t.

Quick Action Step: Before your next meeting, think of one problem that’s really bothering your prospect (those pre-meeting answers are gold for this). Write it down. That’s your target. By keeping your focus on solving that single issue, you’ll make a lasting impact—instead of leaving them wondering if you even know what matters to them.

This 5-minute prep formula is simple but powerful. Imagine walking into each meeting ready to speak to exactly what your prospect cares about. More deals closed, less time wasted.

Want the entire formula? It’s waiting for you in the November issue of the Inner Sanctum newsletter. But there’s a catch: it’s members-only, and the deadline to join is tomorrow!

Ready to take your closing rate up a notch?

Learn more and join here before time runs out.

Kick butt, make mucho DEEnero, Dave “Not A Scaredy Cat” Dee