Situation
You have just scheduled a very significant meeting with a decision maker on the telephone, for two weeks out. How do you make certain that you show up prepared to obtain a decision for action?
Solution
Scheduling a meeting is, very often, considered a success by a sales person or a person trying to influence a decision maker. There may be a rationale for this feel good agreement. However, rather than just hang up after agreeing on the date, ask the individual if there are key priorities that he has for the meeting. This will help guide you as you prepare.
Example:
“Joe, it seems that we have a good basis for agreeing to this meeting. To keep me on target during the preparation, please tell me what your vision is for a successful outcome?”
Stewart Bolno (MBA/EdM) is a Senior Learning and Development
Consultant with Team Builders Plus. He has facilitated seminars on
Leadership and coached executives since 1984. He has taught sales and
management courses on the university level and has conducted leadership
workshops at the Wharton Small Business Development Center.. To learn
more contact Stew Bolno via
email or call 856.596.4196 ext. 206.
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