Set the Agenda Together
Practical ways to set the agenda together at the start of a call, so both sides know what to expect and trust grows from the first minute.
A shared agenda removes surprises. Ask before you assume.
13 tips that really help
These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Why agendas build trust
A shared plan shows respect for their time and sets a calm, professional tone.
Plan one for your next call.
Propose, do not impose
Offer an outline and invite changes so they feel like a partner.
Say “Here is what I suggest”.
Keep it to three points
A simple structure is easy to remember and follow.
Write your three points.
Confirm how long you have
Many calls start with a wrong time assumption.
Ask “Do we still have thirty minutes?”
Ask what they want to cover
Their priorities matter more than your script.
Add their item first.
Put their topic first
It shows who the call is for.
Reorder your agenda.
Say what you will not do
For example, “I will not pitch today”.
Use it when true.
Explain how you will work
“I will ask questions, then share ideas.”
State it in one line.
Agree the outcome
“By the end we will decide whether to continue.”
Write the aim.
Share the agenda in advance
An email the day before helps them prepare.
Send a short list.
Stick to the agenda
Trust grows when you keep to what you said.
Glance at your notes.
Flex when needed
If a better topic arises, ask permission to shift.
Say “May we follow that?”
Close by checking the plan
“Did we cover what you hoped?”
Ask it at the end.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Thanks for making time. Shall we agree how to use it?”
“I suggest we spend ten minutes on your situation and ten on options.”
“Does that work for you, or would you change anything?”
“Is there anything you would like to be sure we cover?”
“We have thirty minutes, correct?”
“I will keep us on time.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write a three-point agenda
Say it aloud at the start of your next call
Ask what they want to add
Confirm the time
Keep to the plan
End by checking the agenda was met
Refine your template
Further reading
- SPIN Selling (Neil Rackham)
- Gap Selling (Keenan)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
