Maximizing Performance Through Applied Common Sense*

A summary close takes place after everything is all said and done, and you think you’ve reached agreement; it’s always helpful to summarize to the person your understanding of the agreement. If you do that, it actually puts a bow on it. The summary close is extraordinarily valuable even when you are just making an appointment. So, if you are talking with someone on the phone, and you know you are going to meet them next Tuesday at nine, just before you hang up say, “Well, once again, to confirm, I’m going to see you at your offices, on Tuesday at nine.” It is remarkable how a summary close can help people feel like you now have confirmation on everything and sometimes they say yes, and they want to buy something more.