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    1. Home»
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    3. How to Conduct Meaningful Sales Meetings»

    How to Conduct Meaningful Sales Meetings

    Jonathan Farrington
    Sales & MarketingLegacy

     

     

     

    I am sure you heard the one about meetings?

     

    "Are you lonely?

    - Work on your own?

    - Hate having to make decisions?

    - Rather talk about it than do it?

     

    Well, why not hold a meeting?

    - You get to see other people

    - You can sleep in peace

    - Offload decisions

    - Learn to write volumes of meaningless rhetoric

    - Feel important

    - Impress (or bore) your colleagues

     

    And all in work time!"

     

    But of course, it doesn't have to be like that.

     

    Are Meetings A Waste Of Time?

     

    Why they cause frustration:


    • Too many of them


    • No real purpose


    • Too long


    • Platform for the talkative


    • Few decisions come out of them


    • Make straightforward issues complicated


    • Often slow things down

     

    The Potential benefits

     

    Run properly they can be an effective means of:


    • Communication to a group


    • Meeting people face-to-face


    • Improving the quality of decisions


    • Getting to know people


    • Drawing from a variety of different experiences


    • Building teams

     

    Some Tips To Ensure A Successful Meeting:

     

    ?     Only hold meetings if they are really necessary

    ?     Could people be told any other way?

    ?     Consider the cost; meetings aren’t cheap – time away from job, salaries of those attending.

    ?     If they are needed, then plan for them

    ?     What do you want to achieve?

    ?     What are you going to discuss?

    ?     What decisions will need to be made/actions taken?

    ?     Who needs to be there? How are you going to tell them what it’s about and why they are invited?

    ?     How long can you allocate to the meeting?

     

    Remember, if you fail to prepare, then prepare for your meeting to fail. 

     

    ?     Prepare an agenda

    ?     Include only relevant items

    ?     Put them in order of importance

    ?     Decide who will lead the input on each

    ?     Allocate time for each item (don’t forget to allow for a 5 minute break at least once an hour)

    ?     What could go wrong and what will you do?

    ?     Collect all information

    ?     If it’s lengthy, summarise it, outlining key points

    ?     Send out agendas and key points in advance

    ?     Prepare the room

    ?     Ensure that there are sufficient tables and charts

    ?     If you want equipment (eg: flip charts, overhead projectors) make sure it is available and working

    ?     Arrange refreshments

     

    And Finally: Running The Meeting:

     

    Achieve faster, more efficient results by:

    ?     Telling everyone the purpose

    ?     Setting the scene for each item, eg: open discussion by inviting specific contributions from those present

    ?     Letting everyone who has something to say make a contribution

    ?     Summarising what’s been said

    ?     Watching for signs of non-participation

    ?     Sticking to time (always start on time and don’t be afraid to finish early)

    ?     Agreeing actions to follow

    ?     Not being afraid to critique the meeting, i.e.:


    - Was it worth it?

     

    After the meeting:

    ?     Circulating minutes promptly to those attending and interested parties

    ?     Monitoring and reviewing progress of any actions decided

     

    End Result? A Successful Meeting And All In Work Time!

     

     

     

    Latest News: I have just a few FREE places for the next Top Sales Experts Masterclass:

     

    "Creating The Solution Mindset" presented by Harlan Goerger on Tuesday July 7th at 1.00pm Eastern

     

    You can claim your place here 

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    Profile: Jonathan Farrington

    Jonathan Farrington is a globally recognized business coach, mentor, author and sales thought leader, who has guided hundreds of companies and thousands of individuals around the world towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates, based in London and Paris, and also the CEO of Top Sales World.

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