Does it look like your next meeting is getting a little out of control? Well, remember: attendance before participation. 

You should feel good when your prospect is inviting lots of people to your meeting because it means there’s some level of interest. But be careful because early discovery calls that they have too many attendees can be very difficult to manage and to close. So why not do what I do? 

If there are people in a meeting that you did not know were going to attend, spend time in the beginning of the meeting to get their information, their contact, their role, and their reason for attendance. Even if this chews up a lot of my meeting, I’d rather invest the beginning of it to know who everybody is before I start talking about things they may or may not actually want. 

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