From the course: Mastering Authentic Influence for Highly Successful Sales
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Transition from small talk to purpose
From the course: Mastering Authentic Influence for Highly Successful Sales
Transition from small talk to purpose
- So going from small talk or the opening of a meeting to questioning is a matter of going through all of those lockstep positions of the opening so that everyone's on the same page, everyone's anchored in the same meeting, everyone's presenced for this meeting. They understand how they're supposed to behave and so forth. And then also having the conviviality and the kindness, all the polite aspects of empathy-building and trust-building from small talk and conversation. I need to be doing all of that and, at the same time, keeping an eye on the clock. So one of the things I can do is when I get through to the place where I've teed up the purpose and the agenda, checked the time, done the eloquent introductions, I use the phrase, the risk minimizer, to let people know for the next several minutes to half hour to entire meeting will be dedicated to them answering my questions. Now, since that's a big ask of the client and I…
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