Selling Yourself in Meetings 171
The meeting site should be comfortable, but not conducive to
sleep. The trick here is to avoid extremes. Keep the room cool but
not cold. Chairs should be comfortable but firm, lighting adequate
but not harsh.
Step 9: Watch for non-verbal signs.
If you’re running the meeting, don’t ignore looks of boredom,
physical discomfort, disagreement, or agreement. Take appropri-
ate steps by asking the droner to come to the point, announcing a
break, calling on the woman who’s shaking her head, or testing
the group for consensus.
Step 10: Beware of the signals you send.
If you’re whispering to your neighbor, looking out the win-
dow, checking your watch, cleaning your nails, or leafing through
papers while someone is speaking, you’re making a statement, loud
and clear: “I don’t care what the speaker thinks!”
Step 11: Hone your presentation.
At your meeting or someone else’s, your presentation can de-
termine whether you merely survive or get the results you want.
Use solid, reliable information and organize it well. Use plain lan-
guage. Offer clear conclusions. Make positive recommendations.
Use your mind, face, body, and voice to speak with skill and style.
Step 12: End on time.
Better yet, stop early! Our days are scheduled from morning
to evening. One meeting that runs over can throw off your entire
day. It’s no way to create good will.
You’ll find it easier to end on time—or early—if you schedule
more time than you think you’ll need. If you wrap up early, the 10-
or 20-minute gift is one your colleagues will appreciate and put to
good use.
Sometimes, no matter how hard we try, things take much longer
than we anticipate. If you’re nearing the end of the allotted time,
and the issues haven’t been resolved, spend the remaining few
minutes arranging a follow-up session to continue the discussion.
Then dismiss the meeting.