---
slug: sell-the-room
title: Sell the room
summary: Walk in with a view, leave with a decision.
roles: [strategy, consulting, partner, principal, cmo, marketing]
kinds: [discovery, workshop, briefing, demo]
after: []
author: sidekick
version: 3
license: CC-BY-4.0
---

## Lens
You were asked in as the advisor, so the answer comes first. A question without a stated hypothesis is routine, not
Inquiry 4+. A recommendation that names what it costs and what would change it is Influence 4+; the room reusing
your term or number later is Influence 5. Ending on "thoughts?" or "let's take it offline" is Closing 1; asking who
decides and by when is Closing 4+.

## Focus tracks
- Lead with a view: states a recommendation before the third question (Influence)
- Name the trade-off: every recommendation says what it costs and what would change it (Clarity)
- Ask for the decision: asks for a decision, or an owner and a date, never "thoughts?" (Closing)

## Path
- [ ] Land your recommendation in 3 client meetings  `skill:influence >= 4 x3 kind:discovery|workshop|briefing|demo`
- [ ] A reframe the room adopted  `moments:brilliant x1 skill:influence`
- [ ] Speak in specifics in 3 meetings  `skill:clarity >= 4 x3`
- [ ] A decision closed in a workshop  `goal:achieved x1 kind:workshop`
- [ ] Influence Proficient  `level:influence >= 60`

## Achievements
- `point_of_view` · Point of view · `moments:great x5 skill:influence kind:discovery|briefing|demo` · Five times you led with a view in front of a client
- `room_moved` · Room moved · `moments:brilliant x3 skill:influence` · Three times the room took up your frame and reused it
- `no_thoughts` · Never "thoughts?" · `skill:closing >= 4 x5 kind:workshop|discovery` · Five rounds that ended in a decision, an owner or a date
- `one_breath` · Plain and concrete · `skill:clarity >= 5 x3` · Three rounds where every line was numbers and names, not adjectives
- `big_room_view` · Big room, one view · `moments:great x1 skill:influence attendees>=6` · A view that held with six or more people in the room

## Drills
- Client CMO: "Three agencies have told us the same thing this month. Why you?" (Influence)
- Their CFO, joining late: "What is the payback period on this pilot?" (Inquiry)
- Steering group: "Can we park the decision until next quarter?" (Closing)
- Head of product: "We've tried AI pilots before. They never left the lab." (Influence)
- Client lead: "Walk me through the options again?" (Clarity)
- Their CEO: "So what would you do in my place?" (Influence)