In Part 3, we took a look at how to ๐๐ข๐ ๐๐๐๐ฉ ๐ฐ๐ข๐ญ๐ก ๐ฉ๐จ๐ฐ๐๐ซ๐๐ฎ๐ฅ ๐ช๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง๐ฌ ๐๐ง๐ ๐ซ๐๐๐ฅ ๐ญ๐๐ฅ๐ค ๐ญ๐จ ๐ ๐๐ญ ๐ญ๐จ ๐ญ๐ก๐ ๐ญ๐ซ๐ฎ๐ญ๐ก ๐จ๐ ๐ฐ๐ก๐๐ญ ๐ข๐ฌ ๐ ๐จ๐ข๐ง๐ ๐จ๐ง.
Now itโs 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 havenโt already you will make your โKey Move.โ And you will wrap up by locking in the next step.
๐๐๐ซ๐ ๐ข๐ฌ ๐ก๐จ๐ฐ...
๐๐ฎ๐ฆ๐ฆ๐๐ซ๐ฒ: The Summary is all about โconnecting the dotsโ 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.
Donโt forget to check your understanding.
๐ ๐จ๐ซ ๐๐ฑ๐๐ฆ๐ฉ๐ฅ๐:
โErin โ I can certainly help with that and just want to connect the dots for what Iโm seeing and tell you a little bit about how I can help. Cool? What Iโm hearing is Problem, Problem, Problem and if you do A+B you will get to C.โ
Tie in your specific product or service to all the โpainโ they are in.
๐๐ซ๐๐ง๐ฌ๐ข๐ญ๐ข๐จ๐ง๐ฌ: Ask them if they want some help with that and if they do you can transition to whatever the Next Step is.
๐๐๐ฒ ๐๐จ๐ฏ๐: 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.
๐๐จ๐ฎ๐ซ ๐๐จ๐ง๐ฏ๐๐ซ๐ฌ๐๐ญ๐ข๐จ๐ง๐ฌ ๐ฐ๐ข๐ฅ๐ฅ ๐ญ๐ซ๐๐ง๐ฌ๐๐จ๐ซ๐ฆ ๐ข๐ ๐ฒ๐จ๐ฎ ๐๐จ๐ฆ๐ฆ๐ข๐ญ ๐ญ๐จ ๐ญ๐ฐ๐จ ๐ญ๐ก๐ข๐ง๐ ๐ฌ.
1) A clear intention
2) A Key Move.
๐๐๐ฑ๐ญ ๐๐ญ๐๐ฉ: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.
๐๐ง๐: Simply thank them for their time, confirm the next conversation, and say goodbye.
๐๐จ๐จ๐ฆ!
Youโve just had a successful conversation.
Iโm going to wrap this mini-series up with a special bonus that includes:
๐ ๐๐จ๐ง๐ฏ๐๐ซ๐ฌ๐๐ญ๐ข๐จ๐ง โ๐๐๐ซ๐ฆ-๐๐ฉโ ๐ฒ๐จ๐ฎ ๐๐๐ง ๐ฎ๐ฌ๐ ๐ญ๐จ ๐๐๐๐ฅ ๐๐ฆ๐๐ณ๐ข๐ง๐ , h๐๐ง๐๐ฅ๐ข๐ง๐ o๐๐ฃ๐๐๐ญ๐ข๐จ๐ง๐ฌ, ๐๐ง๐ ๐ p๐จ๐ฌ๐ญ ๐ฆ๐๐๐ญ๐ข๐ง๐ ๐ซ๐๐ญ๐ซ๐จ๐ฌ๐ฉ๐๐๐ญ๐ข๐ฏ๐ ๐๐ซ๐๐ฆ๐๐ฐ๐จ๐ซ๐ค ๐ฌ๐จ ๐ฒ๐จ๐ฎ๐ซ ๐๐จ๐ง๐ฏ๐๐ซ๐ฌ๐๐ญ๐ข๐จ๐ง๐ฌ ๐ข๐ฆ๐ฉ๐ซ๐จ๐ฏ๐ ๐ ๐ฅ๐ข๐ญ๐ญ๐ฅ๐ ๐๐๐๐ก ๐ญ๐ข๐ฆ๐.
If you are enjoying this mini-series let me know if the comments below.
๐๐ง๐ ๐ข๐ ๐ฒ๐จ๐ฎ ๐ฐ๐๐ง๐ญ ๐ ๐ฉ๐จ๐ฐ๐๐ซ๐๐ฎ๐ฅ ๐๐จ๐ง๐ฏ๐๐ซ๐ฌ๐๐ญ๐ข๐จ๐ง ๐๐๐ฌ๐ข๐ ๐ง๐๐ ๐ฌ๐ฉ๐๐๐ข๐๐ข๐๐๐ฅ๐ฅ๐ฒ ๐๐จ๐ซ ๐ฒ๐จ๐ฎ ๐๐ง๐ ๐ฒ๐จ๐ฎ๐ซ ๐๐ฎ๐ฌ๐ข๐ง๐๐ฌ๐ฌ ๐ซ๐๐๐๐ก ๐จ๐ฎ๐ญ ๐ญ๐จ ๐ฆ๐.