Now it’s time to wrap the conversation up like a total pro.
In this part of the conversation, you are going to bring clarity to the other person by summarizing what you heard. Smoothly transition the conversation. Then if you haven’t already you will make your “Key Move.” And you will wrap up by locking in the next step.
𝐇𝐞𝐫𝐞 𝐢𝐬 𝐡𝐨𝐰...
𝐒𝐮𝐦𝐦𝐚𝐫𝐲: The Summary is all about “connecting the dots” for what they told you and what they need to do to fix it. You are matching what they want with how they can get it using your product or service.
The summary should feel consultative where you are putting the pieces together for them, sharing the upside, and highlighting the downside.
Start by letting them know if you can help or not then move to summarizing the issues they told you about clearly and concisely in one sentence.
Don’t forget to check your understanding.
“Erin – I can certainly help with that and just want to connect the dots for what I’m seeing and tell you a little bit about how I can help. Cool? What I’m hearing is Problem, Problem, Problem and if you do A+B you will get to C.”
Tie in your specific product or service to all the “pain” they are in.
𝐓𝐫𝐚𝐧𝐬𝐢𝐭𝐢𝐨𝐧𝐬: Ask them if they want some help with that and if they do you can transition to whatever the Next Step is.
𝐊𝐞𝐲 𝐌𝐨𝐯𝐞: Your Key Move is the thing you are committed to doing during this conversation.
Examples of Key Moves include asking to work together, setting up a fit assessment, keeping in touch, sharing a story, connecting you to a happy customer, making introduction, getting advice or feedforward, signing the agreement, or scheduling next conversation.
The Key Move can happen at any point in the conversation.
𝐘𝐨𝐮𝐫 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬 𝐰𝐢𝐥𝐥 𝐭𝐫𝐚𝐧𝐬𝐟𝐨𝐫𝐦 𝐢𝐟 𝐲𝐨𝐮 𝐜𝐨𝐦𝐦𝐢𝐭 𝐭𝐨 𝐭𝐰𝐨 𝐭𝐡𝐢𝐧𝐠𝐬.
1) A clear intention
2) A Key Move.
𝐍𝐞𝐱𝐭 𝐒𝐭𝐞𝐩:The Next Step is simply whatever the process is for the next step and getting agreement. Plus confirming/scheduling when it will happen and who will do what.
Never finish a conversation with an active prospect without agreeing to a time and date for the next conversation.
𝐄𝐧𝐝: Simply thank them for their time, confirm the next conversation, and say goodbye.
You’ve just had a successful conversation.
I’m going to wrap this mini-series up with a special bonus that includes:
𝐀 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧 “𝐖𝐚𝐫𝐦-𝐔𝐩” 𝐲𝐨𝐮 𝐜𝐚𝐧 𝐮𝐬𝐞 𝐭𝐨 𝐟𝐞𝐞𝐥 𝐚𝐦𝐚𝐳𝐢𝐧𝐠, h𝐚𝐧𝐝𝐥𝐢𝐧𝐠 o𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬, 𝐚𝐧𝐝 𝐚 p𝐨𝐬𝐭 𝐦𝐞𝐞𝐭𝐢𝐧𝐠 𝐫𝐞𝐭𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐯𝐞 𝐟𝐫𝐚𝐦𝐞𝐰𝐨𝐫𝐤 𝐬𝐨 𝐲𝐨𝐮𝐫 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬 𝐢𝐦𝐩𝐫𝐨𝐯𝐞 𝐚 𝐥𝐢𝐭𝐭𝐥𝐞 𝐞𝐚𝐜𝐡 𝐭𝐢𝐦𝐞.
If you are enjoying this mini-series let me know if the comments below.
𝐀𝐧𝐝 𝐢𝐟 𝐲𝐨𝐮 𝐰𝐚𝐧𝐭 𝐚 𝐩𝐨𝐰𝐞𝐫𝐟𝐮𝐥 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧 𝐝𝐞𝐬𝐢𝐠𝐧𝐞𝐝 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜𝐚𝐥𝐥𝐲 𝐟𝐨𝐫 𝐲𝐨𝐮 𝐚𝐧𝐝 𝐲𝐨𝐮𝐫 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐫𝐞𝐚𝐜𝐡 𝐨𝐮𝐭 𝐭𝐨 𝐦𝐞.