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CHAPTER 15 · BOTH EDITIONS
Make a clear invitation
An invitation gives the other person a choice. It names the useful next step without adding pressure or pretending that silence means yes.
Put it to work
- Try: Based on what you told me, [next step] could help you decide. Would you like to do that, or would you prefer to pause?
- Record the answer in their words. If they need information, agree who will provide it and when.
- Use a mutual plan only when both people want to move forward. Include a way to pause.
TRADE EDITION
Invitation library
Make a mutual action plan with deliverables, owners, dates, dependencies, and a shared decision point.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Invitation library
Use a decision log: product, opportunity, more information, later, or no. Keep permission and the next contact date explicit.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.