You want for both you and your prospect to end every conversation with a sense of value being gained. One great way to do this is to provide detailed recaps after every sales conversation.
Recaps allow you to reiterate what you interpreted from the conversation so that you can ensure you and the prospect are on the same page. A detailed and organized recap is a great way to demonstrate to your prospect how closely you listened to them. It also allows them to see what you may have missed, and what you still need to be filled in on.
These recaps, once deemed accurate by the prospect, can also be shared with your entire sales team, helping fill any knowledge gaps that may exist internally. The information sharing assists you with creating a clear path to success and can be used to craft proposals and other components needed throughout the process.
Recaps of sales conversations are more effective if…
Before sending a recap to a lead, double-check it to ensure that it follows the basic rules:
- All information presented in the recap should be organized and easy to find. Nothing is worse than having to dig for information.
- All information presented in the recap should be relevant and include key strategic points. This ensures that you and the prospect are on the same page about things.
- All information presented in the recap should expand upon ideas, and not just contain notes you scribbled down during the call.
The better your recaps are, the smoother the sales process will go overall.