Jason Rieckewald-Schmidt’s Post

Never lets prospects re-summarize what they’ve already told you. It wastes time and you likely won’t learn anything new. Instead, use the opportunity to prove that you’ve listened and then focus on what you missed. I once had a prospect who started off the call asking if it would make sense for them to summarize (again) what they already had presented. Instead, I stopped them and said, “what if I summarize and you tell me what I’m missing?” It was a bold ask. I had never met these executives, but I had watched the hour-long recording and had some questions for them. Over the next 5 minutes I got 90% of what they previously said and got them to trust me. From that point on, they were very candid and we uncovered a million dollar problem that would dramatically scale their business. I know for a fact we wouldn’t have gotten as far as fast without me summarizing, instead of them. If you’re looking to make a great impression, do your research and don’t make prospects repeat anything. Show them that you’re prepared and excited to uncover their key pain points.