PQRST is Larry Chiang’s name for turning be prepared into five steps you can actually check off. Preview means gathering every piece of material before the meeting, not skimming it the morning of. Question means marking the parts you are fuzzy on instead of hoping nobody asks about them.
Read is the unglamorous middle step, going through the material closely enough that you could explain it to someone else. Summarize forces you to compress what you learned into a version short enough to say out loud in one breath. Test is the step most people skip, actually rehearsing the fuzzy points until they are no longer fuzzy.
The order matters because skipping Preview makes Question impossible, you cannot flag gaps in material you never gathered. Larry pairs this with SuperModel presence, since even perfect prep reads as weak if you are checking your phone in the room.
PQRST does not promise a yes, it just removes the excuse of being caught off guard by a question you should have expected. Larry’s claim is that most deals are lost in the Test step people never do, not in the room itself.
A checklist is boring by design, which is exactly why it works better than trying to feel ready. Walking in having run all five steps is what lets the rest of the playbook, the listening, the pen, the direct ask, actually land.
Details: Watch Larry run the checklist
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