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"Let Me Recap"
Want to impress your prospects and customers? Learn to recap or summarize periodically during your sales conversations. The Summary or Recap technique has been around for decades but it is seldom used. Here is what you do:
After you have asked your prospect high-value questions to gain sufficient insight into their current situation or problem, you say, “Mr. Prospect, Let me quickly recap what you told me.” Then in bullet-point form, you restate the key points she mentioned. For example,
“Your employee turnover is currently 29.5%”
“You typically need to hire 2-4 people every week.”
“You spend approximately 8 to 12 hours each week recruiting new employees.”
This deceptively simple technique is effective for several reasons. One, it demonstrate to your prospect that you actually heard what they said and processed that information. Two, it forces you to carefully listen to your customer. Three, it helps you clarify in your own mind, what your customers key issues are. Four, it gives your prospect the opportunity to hear exactly what they said to you.
Develop the habit of recapping during your sales conversation and I guarantee that your sales will increase.
© 2009 Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more deals in any economy. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@Fearless-Selling.ca. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca.
After you have asked your prospect high-value questions to gain sufficient insight into their current situation or problem, you say, “Mr. Prospect, Let me quickly recap what you told me.” Then in bullet-point form, you restate the key points she mentioned. For example,
“Your employee turnover is currently 29.5%”
“You typically need to hire 2-4 people every week.”
“You spend approximately 8 to 12 hours each week recruiting new employees.”
This deceptively simple technique is effective for several reasons. One, it demonstrate to your prospect that you actually heard what they said and processed that information. Two, it forces you to carefully listen to your customer. Three, it helps you clarify in your own mind, what your customers key issues are. Four, it gives your prospect the opportunity to hear exactly what they said to you.
Develop the habit of recapping during your sales conversation and I guarantee that your sales will increase.
© 2009 Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more deals in any economy. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@Fearless-Selling.ca. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca.
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