Tell your prospect at the outset that you’d like to cover six topics. This previews where you’re headed and demonstrates from the start that you have a robust process. Simply knowing you’re being deliberate starts to create a safe space for him to share. The six topics you’re going to cover are: 1. Situation 2. Desired Outcomes 3. Indicators of Success 4. Perceived Risks and Concerns 5. Value 6. Parameters
