Geni is a consumate note taker. In a recent meeting with a potential client she began capturing each of the client's key issues individually on 4x5 note cards. As a wrap up to the discussion, she layed the issue cards in front of the client who was then asked to organize the cards in order of priority/urgency.
In the past we have used sticky walls, white boards, flip charts, etc*. What I like about this approach is that it makes the client's issues very tangible (something you can hold in your hand) by capturing them on the note cards. Handing them to the client to review, comment, and commit to an action plan to move forward is brilliant. I recommend combining this technique with the Jeff Orchard million dollar question at the end of a discussion, "What do you plan to do about it?" The "it" being the most critical issue raised in the disucssion.
This approach makes it difficult for the client to randomly dismiss an earlier comment without giving it full consideration. It helps the client communicate the priority and urgency of their issues. In essence it gets the client to close their own sale for additional services.
It is a subtle, but I believe very powerful, transferrence of action from the consultant to the prospect; putting the go forward ball in the client's court.
*Sometimes the meeting place, client's personality, or subject matter doesn't fit with using more formalized facitation tools. I love the idea of always having note cards with me. They are portable, non threatening, and easy to refer back to at future meetings.