--- title: "What is Initiate with Intention? | Cold Messaging in Sales" description: "Step 2 of the DM Sequence. Learn how initiate with intention applies to neuroscience-based selling." lang: en json-ld: | [ { "@context": "https://schema.org", "@type": "DefinedTerm", "@id": "https://www.brainhacksbyshannon.com/glossary/initiate-with-intention", "name": "Initiate with Intention", "description": "Step 2 of the DM Sequence. People engage more when they feel seen. Use open-ended questions to create connection and activate neural synchrony.", "inDefinedTermSet": { "@type": "DefinedTermSet", "@id": "https://www.brainhacksbyshannon.com/glossary#termset", "name": "Neuroscience Sales Glossary" } }, { "@context": "https://schema.org", "@type": "Article", "headline": "What is Initiate with Intention? | Neuroscience Sales Definition", "description": "Step 2 of the DM Sequence. People engage more when they feel seen. Use open-ended questions to create connection and activate neural synchrony.", "author": { "@type": "Person", "name": "Shannon Smith", "jobTitle": "Applied Neuroscience Expert" }, "publisher": { "@type": "Organization", "name": "BrainHacks by Shannon" }, "datePublished": "2025-01-15", "dateModified": "2026-08-20", "mainEntityOfPage": "https://www.brainhacksbyshannon.com/glossary/initiate-with-intention", "image": "https://www.brainhacksbyshannon.com/shannon-professional.png" }, { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [ { "@type": "Question", "name": "What is initiate with intention?", "acceptedAnswer": { "@type": "Answer", "text": "Step 2 of the DM Sequence. People engage more when they feel seen. Use open-ended questions to create connection and activate neural synchrony." } }, { "@type": "Question", "name": "How does initiate with intention affect sales?", "acceptedAnswer": { "@type": "Answer", "text": "After your Step 1 message gets a response, follow up with a genuine open-ended question about their experience or perspective. Resist the urge to mention your offer. The goal is to create a real conversation that feels like two professionals connecting—because that's exactly what it is." } } ] } ] --- [Brain Hacks ](/) [Home](/)[NeuroSell](/neurosales) Speaking [Toxic Boss Armor](https://toxicbossarmor.com) Resources [Contact](/contact)[Book a Call](/contact) [Home](/)/ [Glossary](/glossary)/ Initiate with Intention Cold Messaging Glossary Term # What is Initiate with Intention ? Quick Answer Step 2 of the DM Sequence. People engage more when they feel seen. Use open-ended questions to create connection and activate neural synchrony. ## Understanding Initiate with Intention Step 2 moves from acknowledgment to genuine conversation. The neuroscience principle here is neural synchrony—when two people engage in meaningful dialogue, their brain waves begin to align, creating a foundation of trust that makes subsequent steps feel natural rather than transactional. Open-ended questions are critical because they activate the buyer's prefrontal cortex (analytical thinking) rather than triggering yes/no defensive patterns. When someone has to think about their answer, they invest cognitive resources in the conversation—which the brain interprets as 'this matters to me.' Shannon Smith teaches specific question patterns for Step 2: - Thought-provoking: 'Hey \[Name\], your comment on \[Topic\] was thoughtful. What got you thinking that way?' - Identity-based: 'How did you first get into \[their industry or area of interest\]?' - Experience-based: 'What's been your biggest challenge with \[Topic\] recently?' The critical mistake at this stage is pivoting too quickly to your solution. Step 2 is purely about creating connection—not pitching. The brain detects agenda-driven questions and responds with suspicion rather than openness. ### Key Takeaways - 1 Open-ended questions activate the prefrontal cortex, not defensive patterns - 2 When people invest cognitive resources in answering, they value the conversation more - 3 This step is purely connection—no pitching or pivoting to solutions - 4 The brain detects agenda-driven questions and responds with suspicion ## How to Apply Initiate with Intention in Sales After your Step 1 message gets a response, follow up with a genuine open-ended question about their experience or perspective. Resist the urge to mention your offer. The goal is to create a real conversation that feels like two professionals connecting—because that's exactly what it is. ### Related Concepts [DM Sequence That Books Sales Calls](/glossary/dm-sequence-that-books-sales-calls)[Neural Synchrony](/glossary/neural-synchrony)[Mirroring](/glossary/mirroring) ### Learn More About NeuroSell [→ NeuroSell neuroscience sales training](/neurosales)[→ Neuroscience sales blog](/blog)[→ Frequently asked questions](/faqs)[→ NeuroSales case studies](/case-studies)[→ Why buyers ghost](/why-buyers-ghost)[→ Amygdala hijack in sales](/amygdala-hijack-sales) [ Previous Pinpoint Primed Prospects ](/glossary/pinpoint-primed-prospects)[ Next Clarify Challenges ](/glossary/clarify-challenges) ## Put Initiate with Intention to Work Understanding the science is step one. Learn how to systematically apply these concepts across your entire sales process. [Explore NeuroSales Training](/neurosales)[Browse All Terms](/glossary) Brain Hacks BrainHacks by Shannon provides applied neuroscience training for sales teams, leaders, and organizations. Founded by Shannon Smith, HarvardX Verified Neuroscience Researcher. 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