Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Meetings. Do you love or loathe them?
Whatever your answer, you know that sooner or later you’ll be attending one! According to a survey, 45% of us are blighted by “having a meeting for the sake of having a meeting”.
Ring any bells? I’ve attended a few meetings in my time. Some excellent. Some not so!
I thought I’d jot down some random thoughts on how to have better meetings!
And I’d love to know what you think too!
Here goes… =
Is the meeting necessary?
If you’re thinking of calling a meeting, ask yourself if the meeting is absolutely necessary. Common sense? Of course it is but…well you probably know the rest of that sentence.
Is it essential that YOU attend?
The meeting might be justified, but is it really essential for you to be there? I spoke to someone a few days ago from a very sizeable corporate brand who told me of internal meetings he’d attended where he didn’t know several people around the table. Even by the end of the meeting, he still wasn’t sure why they were there! If your attendance is crucial, then maybe you could leave as soon as ‘your bit’ has been concluded?
A quick meeting can be much more appropriate than hiding behind a stream of emails. Sometimes there’s no substitute for face to face communication, so calling a colleague or two for a quick group chat can be the very best way to exchange views – and make decisions.
How well prepared will you be? Do you need to check a website? Linkedin profiles? Read a report? Read some previous email threads? Avoid ‘winging it’ — never a good plan!
To get the best from any meeting, anywhere, you must ensure you’re in the right mindset. Firstly, know 100% what you want to get out of the meeting. Then, visualise having a great meeting! Run through it in your mind. Visualise where you will be sitting, what you will be saying — and the positive responses from others. Visualise a fabulous outcome. You’ll be training your brain to make it happen.
Secondly, think about your demeanour before and during the meeting. As my industry colleague Simon Buzza commented recently, cynics and pessimists suck the energy out of situations and people. They can drag down group morale and make a challenging situation lots worse. Optimists on the other hand can raise morale and lift spirits. How will you act at your next meeting?
Get there early
I’m not one for those late ‘power entrances’ that used to be suggested by some gurus a few years back. My view is to get there early, sit where you’re most comfortable, build rapport as others arrive – and notice…
Notice the others
Remember how you know the exact mood of your partner, child or best friend when they walk into the room, before they’ve uttered a word? Their expression tells all. So it is in business. You’ll get useful clues by noticing the demeanour of others as they join the meeting. Enthusiastic? Lethargic? Remember you’ll give clues too.
Get things done
This tip is particularly dependent on the type of meeting, but in general a good meeting should be around 60% -70% forward looking and only 30%-40% ‘rear view’. This might mean circulating information beforehand to cut down the time spent ‘rear viewing’ at the meeting itself. The overall tone of the meeting should be “OK, that’s what’s happened, now what actions can we take…”
Do you manage a team? How comfortable are they in giving you their input at meetings? Are they at ease? Are they saying what they’re really thinking? That’s the aim. If you think you’re not getting the full story and they’re NOT at ease, you’ll need to ask the reasons behind that, individually later perhaps rather than at the meeting itself!
I’d be delighted to hear your additional thoughts and tips around meetings and whether your sales success, has been impacted by meetings.
PS: Check out my recent article for O2’s “The Business” – Click Here to access “Losing Sales? Here’s Why”
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking