The meeting went great. Then the customer went quiet.

Customer cockpit

A step-by-step framework for this customer: what is still blank, whether the "why now" questions are answered, and the next dated step on their side.

Before the meeting

• Company and person profile, plus the questions you should be able to predict before you walk in
• First meeting setup: how you show up, what you want out of the room vs what you say out loud, who does what

In the room

• What to do when they go quiet: fear vs they just do not care
• Demo flow where they talk and you learn whether this is real (not a slide dump)
• A simple question ladder so you do not skip "what happens if we do nothing"
• What to get before you leave if they say "let me circle back"

Is this worth more of your time?

• Three checks with evidence: why change at all, why your approach, why now
• After the first meeting: high/low interest × clear next step or not, with a date and an owner

Run it to a finish line (only after those checks are yes)

• A qualification checklist in their words, not theater
• Pressure-test the friendly contact: a fan is not someone who will fight for this inside
• A short internal narrative and a mutual plan in their template
• Gates and small yeses so work does not sprawl
• A pilot with a finish line, not an endless PoC
• What must be true before you start more engineering work

After the first win

• Start small, then grow inside the account: foothold live, next wedge named
• How to stay useful without becoming free consulting

20 recorded sessions

The full Selling for SWEs / FDEs and Founders set: profiling customers, first meetings, qualification, internal advocates, growing an account, risks, review. About two hours total. Use Working Papers first.