Intermediate · 8 units · 55 minutes · NL
Overview
8 units
The Expand phase is where you widen the playing field and lay expectations on the table: number of candidates, timeline, seniority level, salary range, who decides and when. Done well, it prevents 90% of the objections that would otherwise need WRIOC handling later.
For
Intermediate
Consultants who feel deals slipping between Probe and Close, or who get surprised too often by 'we expected something different'.
Outcome
By the end
A call summary where every expectation is explicitly and mutually confirmed.
2 sections, 8 units, 55 minutes total. Practice exercises and scored assessments per unit, plus reference material.
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