Time Management In An Instant

25Cultivate Time-Efficient Conversations

Everyday conversations—a salesperson talking over the phone with a potential client, a customer service representative solving a customer’s problem face-to-face, a purchasing manager working out the details of a contract with a vendor via e-mail—are to a business what an engine is to an automobile. Without them, nothing moves. Yet, despite their obvious importance, many conversations at work seem to go nowhere (fast) and don’t produce the desired results (slow). Knowing what kinds of conversations create action and which create inertia is a crucial skill for making the most of your day.

Conversations that contain a request usually fall into the action category. Depending on the other person’s working style, ...