TI: The Deal is Won or Lost...

In sales, I refer to the 1st discovery meeting with a potential customer as the "Initial Appointment" (abbreviated to "The Initial").

This is absolutely the most pivotal moment in the sales process. The deal is quite literally won or lost during this small window of time. When approached with a simple plan, a salesperson can, and should, leave this meeting with an almost perfect understanding if, and when, they will be able to close this account.