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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