From the course: Mastering Authentic Influence for Highly Successful Sales

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Why opening a meeting matters

Why opening a meeting matters

- The opportunity for a trusted advisor is to take control of the meeting by actually owning the process management. This is why when we're looking at mastering authentic influence, and we begin with what are the approaches to meeting management, we want to be paying attention to how can we not just come in as experts, but come in as process managers. So to illustrate this point and to have you understand, perhaps what it feels like to be in the role of a facilitator, I want you to think about this. It's what I refer to as the meeting whisperer, the person who actually can conduct the meeting and a lot of people don't know what's going on behind the scenes and to illustrate it so you can relate to this, imagine that you're in New York City, and imagine that you are needing to go to the airport. So I'll tell you this quick story, you're in New York City and you need to go to the airport. You're at a hotel, and you come down…

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