How is the discussion going to help us deliver lasting and measured business change? Putting aside the small talk is your dialogue covering the kind of ground that’s going to put you in a position develop the business in the most effective way you can?
Think of it like the CPU usage monitor on your computer. If the needle isn’t shifting from zero then you need to think about bringing it back to content-rich, opportunity-laden chats that will determine where the business is going.
The key is prompting with the killer questions that you use to guide the conversation. Chosen with care and delivered with style they will break open the things you’re delighted at finding out. The needle jumps by asking the right questions again and again.
Look to keep the needle high for all but the start and end of the meeting when the personal touch becomes all important,