Do Your Sales Meetings Run too Long? Try this Trick
We’ve all been there. You’re stuck in a meeting with a client who just Won’t. Stop. Talking. They may be one of your very favorite clients, and you feel rude cutting them off, but you have three other sales meetings to make it to that afternoon and now you’re running late.
I used to have this problem all the time until I started using a little trick that nipped it in the bud. At the beginning of every meeting, now, I simply set expectations for how long the meeting will be. (I know, you were expecting something more monumental, right?)
After my client and I have exchanged niceties and built some rapport, I kick off the meeting by saying “Well, John, I’m really looking forward to getting to talking with you today. Before we get started, I want to make sure I’m respectful of your time. I have until the top of the hour, does that still work for you?” You now have full permission to start winding down about 10 minutes before the top of the hour, because you have let them know that you have to go then. Occasionally they’ll tell you they actually only have 20 minutes or so, which is much better to know at the beginning of your meeting rather than halfway through your sales pitch when they cut you off because they have to run.
Do you do anything similar to this to make sure your meetings stay on schedule throughout the day? Comment below with any tried and true techniques you use!