Stop saying, Thanks for your time.

Be honest: how often do you say "Thanks for your time" to your customers in your pitch meetings? Three? Four? ….more??

Gushing with appreciation for their time is not a good look for you. Your time is as essential as theirs.

As of now, consider you’re on a quota of one "TFYT" per meeting. You choose whether it’s at the opening or the closing.

Act like you deserve to be in the room.

Replace the time you spend endlessly thanking your buyers at the end of your meetings with expert meeting close moves.

Start by saying, "We’ve achieved a lot today, but obviously we need another meeting."

And then…

1. Qualify their interest. "What is the most appealing part of what we discussed today?" (After asking, don’t move a muscle – especially the ones in your mouth).

2. Summarize your value prop and qualify it: "What about our VP interests you the most?"

3. Determine next steps. Assign your buyer some tasks, like asking for intros inside the org.

If you run a tight agenda and manage your time smartly, you’ll minimize what you witness in this hilarious 2-minute mock meeting. It gives a glimpse at what attendees really want to say in meetings.

But not in your meetings. Run a tight meeting, and their minds won’t wander.