Larry’s line: control any meeting by pulling out a pen and taking notes.
The pen does three jobs.
It signals that what they say is worth writing down.
That is the highest compliment in a meeting.
It gives you the record.
The person holding the record holds the follow-up.
And it sets up the close.
At the end, write the three agreed points.
Set the pen down on the paper. Say nothing.
They pick it up to initial. That is the pen-drop close.
Phones read as distraction. Pens read as respect.
Carry the pen.
Details: The pen-drop close: @LarryChiang
#PenDrop #CloseTheDeal #Web12