Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing

WHAT TIME SHOULD I ARRIVE?

Time is money in the United States. Saving, spending, and wasting time are all common descriptive phrases in time management. While various areas of the country—particularly the Deep South—are more relaxed about schedules, business-people are all expected to be prompt for appointments. Most appointments are scheduled within a finite time frame, such as 10:00 A.M. to 10:30 A.M. Vendors should never cancel face-to-face appointments.

Once the conversation turns to business, make every second count. The faster you get to the point, the more you acknowledge that your prospect’s time is valuable.

Purchasing decisions can be ...