104 - Sales Meetings, Part 3: Running a Successful Meeting

No amount of planning can make up for a poorly run meeting. In this episode, I share the science behind setting the tone, action steps for running a great meeting, and advice on dealing with adversity when it comes.  

Running a great meeting isn’t easy. People come to meetings with other priorities on their minds -- a looming deadline, a sick pet at home, etc. It’s your job to manage people’s behaviors and moods, make your objectives clear, and keep everyone engaged. 

Having a plan before a meeting is important, but it can’t substitute the skills you need to set the tone and to be a good meeting facilitator. Ultimately, your ability to control the mood, pace, and flow of a meeting has a huge impact on the outcome. 

That’s why in the third episode of the #SalesMeetings series on Modern Sales, I’m sharing the science behind setting the tone, action steps for running a great meeting, and what to do when things go wrong. Throughout this series, I’m covering how to plan meetings, run them successfully, and what should happen afterward.

You’ll learn: 

The psychology of emotional contagion

The mood you bring into a meeting matters -- it’s a fact. Our feelings are influenced and affected by those around us. I’ll discuss some of the research on the science behind emotional contagion and why your emotional tone is so critical to running effective meetings. 

Actionable steps to run your sales meeting effectively

When you’re running a meeting, your job is to facilitate and manage the mood. I’ll discuss action steps you can begin implementing right away, including how to make your goals clear, build rapport, improve the mood, move forward on decisions, and much more. 

What to do if a meeting isn’t going well

Sometimes meetings take a turn for the worse. People are distracted. It’s not a good fit. Sometimes, even you miss the mark. What’s important to know is how to handle the situation before the meeting ends. I’ll tell you how I confront and resolve the issue. 

Mentioned

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Check out our training programs

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

The Surprising Science of Meetings by Steven Rogelburg

Logan Nickelson at Music For Makers

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-to-run-great-sales-meeting 

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