Is what we've just discussed 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 to exceed expectations and help 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 your clients business and your involvement with it.
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 didn't dream of finding out. The needle jumps based on the compounding effect asking the right questions again and again.
Look to keep the needle high for all but the meet, greet and 'see you next time' parts of the meeting.
