imagine this scenario. you’re on the platform at the station and a train hasn’t arrived yet. there is nervousness and boredom. people are distracted and jockeying for position. conversations are being struck. there’s a little bit of a one-act play in progress. as the train arrives, people begin to wrap up what they’re doing and cut to the chase. conversations are wound down or quickly ended. there is urgency. as the train signals it’s leaving, the last (and often most important) words are said between those staying and going. it’s a profound situation that speaks volumes on human relations.
an interesting parallel exists in business. whether you’re about to sit down at a meeting, or you’re in the middle of a longer negotiation, your best friend is urgency. the train is leaving. you can get on or you can be left on the platform. you can say what you need to say now or perhaps miss the opportunity entirely. where there isn’t urgency, you can expect platform conversation — posturing that it’s business as usual, focusing on their agenda (and not anything you bring to the table) and maybe even pushing you around a bit so they can settle into the position they desire prior to the train’s arrival. accept none of these.
if you have something to offer, then signal that the train is arriving. do so sooner than later. underline that time is valuable. hopefully, you’ve built enough trust in the relationship whereby cutting to the chase is appreciated and doesn’t appear as hurried. i’m not saying you should pass on the platform talk entirely. au contraire. you definitely want to warm up first before you make the real connection. however, don’t let things linger to the point where others feel the train is running late. don’t provide too much room for babble to occupy. bring the train into the station smoothly, then signal that it is leaving. i’ve always found it symbolic when the announcement is made that “doors are closing” — as if to say, this your last chance to make your move or be left behind. this is your opportunity to say or do what needs to be said or done.
the more urgency that exists in your week, the more i’m willing to bet that deals are being closed.
