Half the time people think they are talking business, they are wasting time.
-Edgar Watson Howe

Think of the number of meetings you attend each week. What percentage would you say are a waste of time? If you are like many, that percentage is high. Because too many meetings take too long, get too little done and often only add to the confusion that existed before the meeting. Studies show that one key reason meetings are unproductive is because too much time is spent going over the same topics discussed in previous meetings.

So this week, follow these tips to a successful meeting (or sales call).

•    Have a clear objective. A good objective is what you want the people in that room to do as a result of you being there. In other words, it’s not about what you do, it’s about what THEY do as a result of you being in that meeting.

•    Simplify- Quit “re-visiting” old issues. Then pick no more than three action items that must take place as a result of the meeting. If you walk away with fifty things that need to be done, not all will get done. And the stuff you do get to will not be done as well as it should.

•    Shorten- Cut the time you set aside for meetings in half. The urgency to get things done will force you to trim the BS and help you accomplish more.

In short, be PRECISE. Which means exact, sharply defined or stated. And by following the lessons above, you will find you are about to get twice as much done in half the time.

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