Lesson objectives
- Structure a consultative call
- Present offers only when they fit
The flow
- Set an agenda and get agreement.
- Understand the current situation.
- Clarify goals and why they matter now.
- Explore obstacles and what's been tried.
- Summarise what you heard.
- Recommend - including 'not us' when that's true.
Action steps
- Practise the flow on your next three calls
Checklist
- Agenda set
- Summary given before recommendation