Expectations Check and Sales Communication Practice

Vocabulary and structural components of the Expectations Check framework for professional consultations.

Expectations Check

A communication framework used to set the stage for a meeting by covering time, the client's agenda, the professional's agenda, and potential next steps.

Time Component

The opening of a meeting where the professional confirms the blocked duration and verifies if the client still has the full amount of time available.

Their Agenda

A part of the Expectations Check where the professional acknowledges the typical questions a person in the client's position likely has, such as budget or options.

My Agenda

The portion of the meeting setup where the professional identifies what they need to learn from the client, such as style, aesthetic, and project importance.

Potential Next Steps

A summary provided at the beginning of a meeting outlining the possible directions the conversation could take by the end of the time together.

Not a Fit (Option 1)

A potential outcome where the professional or client honestly acknowledges that style or capacity is not in alignment.

Alignment (Option 2)

A potential outcome where both parties agree they are a match and proceed to schedule a follow-up meeting to discuss specifics.

Proposal

A document created after a second meeting to finalize details once specific needs and requirements have been established.

Pain Transition

A conversational shift used to dig deeper into the client's needs by referencing previously mentioned issues or information.

Discovery Call

A specific type of Expectations Check scenario that occurs after someone books through a website or social media to uncover their needs.

Second Discovery Call

A scenario for an Expectations Check that takes place after uncovering some 'pain' in the initial conversation.