Screw cliff notes/cheat sheets, they set you up to appear to be rehearsed, leading to appeared insincerity.
I agree that that's a danger, perhaps a little clarification - the way I did it was not writing actual phrases, or specific things to say, just several very brief reminders to give me a gentle nudge to remember to mention something in particular. I just came to feel that seeing as how these conversations were never easy or pleasant, it helped to keep me focused on how I wanted them to go. And eventually I did get to the place where I didn't use this tool at all.
But like I said, I agree completely with not wanting to sound rehearsed or "forced" in what you're saying; for me anyway, I found it doable, although it probably helps that I've been in sales for several years and do this all the time in that arena with success. Just something for your consideration, it might or might not be right for you.
I agree with the rest though Ian...
Kev
"Our greatest glory is not in never falling but in rising every time we fall." -Confucius
"God alone decides the contest; but we must put our shoulders to the wheel." -Adm. D.G. Farragut
Kevin-38; XW-36 M-2.5, together 4 Bomb-1/6/07; D-6/27/07
