Build your VIVID call map

Prepare one useful question for each conversation phase. After the call, add what the buyer actually said and what you would change. A plan should help you listen, not give you five speeches to deliver.

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Use anonymous examples. Saving keeps this worksheet in this browser on this device; it does not sync to your course account. You can download a copy or print it without signing up.

Conversation context

Use an anonymous description, the meeting purpose, and any known decision constraints.

Vision — the desired future

What would the buyer want to be different? Write your opening question and what is already known.

Identify — the present gap

What happens today? What has the buyer tried? Which meaningful detail needs a follow-up?

Validate — the experience behind the shield

What concern or prior experience deserves acknowledgment? Validate the sensation, not an unsupported position.

Impact — the consequences

Which consequences or numbers can the buyer supply? Which assumptions still need checking?

Decision — the choice and next step

What options, participants, terms, and open questions matter to this decision?

After the call — compare plan and reality

What changed when you heard the buyer’s answers? Name one question or transition to rehearse next.

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