The title of the article says it all when it comes to leading effective meetings. As the sales executive, you are the leader when meeting with clientele.
False Start
On occasion you may hear someone say, “I can talk to you now, but I only have a few minutes. In a snapshot, tell me what you’ve got.”
Many people fall for this, and proceed to tell everything they’ve got in a two-minute verbiage vomit. The only thing this produces is a mess, and hearing “not interested.”
A far better approach is to ask to schedule a meeting where you may have a give and take to get to know one another better. This lets the other party know you are serious and potentially trustworthy. This normally promotes a scheduled date.
Dispatches From The Front 