When I was in Dubai negotiating sponsorships for the E-Scooter World Championship, I learned something the hard way: if the energy in a meeting dips, so does the likelihood of closing.
Momentum isn’t accidental — it’s designed. I call this Momentum Architecture: building your meeting like an engineer builds a bridge, with each section leading naturally to the next until the only way forward is across.
Here’s how I structure it:
1. Open with connection, not content.
The first two minutes aren’t about your deck — they’re about anchoring trust. A personal remark, a shared reference, or an observation about their world immediately creates a human bridge.
2. Stack small “yeses.”
Ask questions you know they’ll agree with early on: market trends, pain points, shared goals. Agreement is addictive — each “yes” lowers resistance for the next.
3. Save the biggest value hit for the midpoint.
Drop your most compelling proof or story when their attention is highest — usually 10–15 minutes in. This is the tipping point where interest turns into desire.
4. Transition without announcing it.
Don’t say “Now let’s talk pricing” like you’re changing the subject. Flow from benefits into cost naturally, as if money is just another benefit they’ve been waiting for.
5. Close while the fire’s hottest.
Momentum fades quickly. If you’ve hit peak energy, don’t go looking for one more slide. Ask for the decision while their emotional state is leaning forward.
In Dubai, I’ve closed deals halfway through a deck because I sensed the peak and took it. Keep talking past that point and you’re pouring water on your own fire.
Takeaway: Momentum isn’t luck — it’s architecture. Build your meetings so each step pulls them closer, until saying yes feels like the only logical next move.