You’ve done your research, you’ve preconditioned the meeting, you are about to jump on the call and the big question is how on earth do I structure my conversation so that the 20 or 30 minutes I have with the prospect are valuable. I want to introduce you my acronym: FLOWS:
F: Find out all the issues,
L: List them all out and make sure they are complete,
O: Optimize- find out what’s most important to the client,
W: What’s the evidence and impact and
S; Summarize, did you get it right? Did you leave anything out?
In this episode I will walk you through the structure!
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