Effective Summary

Presenting an Effective Summary

1. Introduce the summary
Transition from the Discovery questions to ending this phase of the sale.

2. Summarize the current situation
Cover the key points.

3. Summarize the desired situation
Provide the main goals, priorities, and outcomes as you understand them.

4. Ask confirming questions
Check in with the client that your summary is accurate.

5. Transition to next steps
Begin the next step of the sales process.