How Can I Make Meetings Shorter?

Lunch Cover with Free OfferThe executive vice president of sales in San Francisco was definitely a Driver personality. Cut to the chase. Make your point and shut up.

“I hate meetings! Tell me something I can do to make them shorter and quit wasting my time.”

Easy. Stand up.

When people stop by your office or cubicle, whether invited or not, and you want to make the meeting a quick one, the secret is to make them uncomfortable.

By standing up, they won’t sit down. Your actions tell them to be brief, make their point, and leave.

Other advantages: when standing, you think 20% faster because your heart rate increases by ten beats per minute. Plus, you make quicker and more accurate decisions.

Got a sales meeting? Take out all the chairs. Everyone stands. A one hour meeting will be over in ten minutes.

Stand up when talking on the phone. Your conversations will be shorter, you’ll be more direct, your confidence increases, and you can use your body language to put energy and enthusiasm into your words.

A broker in Los Angeles told me that he removed all the chairs in the sales room where the brokers made their calls. Their sales increased by 35% the first month alone. The only time the brokers could sit down was to enter orders into the computers. But once on the phone, they had to stand. Some of the brokers even went so far as to make stands on their desks so their computers could be at eye level while standing. Think about it. Ever see anyone sitting on the floor at the New York Stock Exchange?
                                               

The above is an excerpt from Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch. You can get a FREE PDF copy at www.FootInTheDoor.com to pass on to anyone you like.

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Don’t Try to Find New Customers

An early model wall mounted telephone, in the ...

Salespeople who set a goal to find ten new customers this month are setting land mines and then stepping on them. Ten new customers is a result. Results can’t be controlled.

Instead set activity goals. Set a goal to send twenty-five emails to existing customers asking for referrals this month; go to two networking functions this month; send ten tweets to drive people to your website each week.

Then, use the Paradox of Cold Calling: instead of calling to find new customers, call to eliminate prospects. Get them off your list, get them out of your life – get them outta here. Don’t know about you, but I can get rejected 10, 20, 30, 40, or 50 times a day without breaking a sweat.

But the funny thing is…as I’m calling to eliminate prospects, I’m taking the exact activities it takes to find new customers.

Waiting for the Interview

Waiting for the InterviewThree men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…

  1. What does his posture tell you?
  2. What’s his attitude about the pending interview?
  3. What do you do?

Answers

  1. Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
  2. Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
  3. You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.

Mind If I Interrupt?

Mind If I InterruptThree minutes earlier the blond interrupted the conversation already in progress between the man and the woman.

  1. Should she remain or move on?
  2. The man is explaining why he made a particular decision. Is he being truthful?
  3. What does the brunet’s body language say?

 Answers

  1. The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
  2. With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
  3. She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.

When Do You Finally Give Up Calling On a Prospect?

frontConsider this:

  • 44% of salespeople stop calling on the prospect after one call.
  • 22% stop after the second call.
  • 14% after the third call.
  • 12% after the fourth call.
  • Thus, 92% of salespeople stop after four calls.

Combine that information with this:

  • 15% of the prospects can make a decision within 1-2 calls.
  • 15% within 2-3 calls.
  • 35% within 4-5 calls.
  • 35% within 5-7 calls.

Notice that 70% of the people you call on will not even make a decision until you get beyond that fourth call.  If there is a magic number, it would be five.

But as long as a prospect is using a service or product I sell, I never stop calling. The reason: things change. Decision makers come and go, money comes and goes, needs come and go, and competitors come and go.
                                               

This information is from my book, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money available in ebook or paperback