Another great line from Seth Godin:
“Here’s what someone expects if they come to see you on an in-person sales call: that you’ll be prepared, focused, enthusiastic and willing to engage honestly about the next steps. If you can’t do that, don’t have the meeting.”
Seems obvious, but how often do people meet all of those requirements? I really tend to notice when people aren’t focused, which seems to happen quite a bit. I remember being a part of a conference call and the people on the other end shot the breeze for 20 minutes while my co-worker sat by waiting for them to stop. They were her clients so she didn’t want to stop them. I understand that you have to have some non-work related banter, but it can really get out of hand.