Understanding before proposing.
WHAT ITS PURPOSE IS
Understanding their situation well enough to know whether and how you can help.
WHAT IT IS NOT
A presentation.
WHAT TO PREPARE
What you already know What you need to find out Three or four questions that matter
WHAT TO OPEN WITH
The purpose, and how long it will take.
WHAT TO ASK ABOUT
Their current situation What is not working What they have tried What it costs them What they want instead What happens if nothing changes
WHY COST MATTERS
It establishes what solving it is worth.
HOW TO ASK ABOUT COST
In their terms: time, money, risk, or frustration.
WHAT TO DO AFTER EACH ANSWER
Ask one more question about it.
WHY
The first answer is rarely the real one.
WHAT TO AVOID
Presenting your solution early Asking questions whose answers you have Leading questions Interrogation without conversation
WHAT TO DO WITH SILENCE
Allow it.
WHY
People add the most important thing after a pause.
WHAT TO DO AT THE END
Summarise what you heard, and check it.
WHY
It demonstrates understanding and corrects errors.
WHAT TO AGREE
The next step, specifically.
