06/01/2026
We never talk about it. There's a power imbalance in every sales meeting you walk into...
and the odds are most salespeople don't know it exists. Frankly, it's not Buyers jobs to help salespeople figure it out.
Salespeople walk in to meetings with product knowledge (features, options, use cases, pricing...all the good stuff on which we pride ourselves.)
The Buyer walks in with purchasing power; things like budget, timelines, decision-maker hierarchy; and obviously, the ability to say yes or no.
There was always a structural imbalance between Seller and Buyer. (That's why Being in Sales is a tough and interesting job.)
However, the power imbalance is more now than ever.
With the explosion of information available on multiple channels across the internet, Buyers aren't just researching your company, your pricing, your competitors, and your existing customers, they are plugging all that information into business models before they ever sit down with you.
If you walk in and deliver the same presentation you always have...without finding out what smart Buyers have already figured out and decided, you (my beautiful salesperson) will be the least informed person in the room.
Don't take my word for it. I've got 3.5 years of research on leading modern first meetings BETTER in my Discovery Call Blueprint course.
It's helpful for teams and leaders alike. Send me a note if you're interested.
PS. I should let you know my mini-course is the whopping price of $27.
You know I love salespeople, and when you equalize the information symmetry in the first meeting, conversations are more genuine and open: aka Curious.
THAT's always my mission.
https://www.thecurioussalesperson.com/dcblueprint
