"The key points that we covered today were ..."
"Allow me to sum up our dialogue."
"I appreciate your effort and commitment to work with me to summarize all your key issues."
Do not skip or rush this stage. Here's where you show your client or prospect how well you have listened and processed what they've shared. You also give them a chance to add or clarify any key points. You create a sense of completion around the discussion, and you increase your own confidence that your client and you have connected.
In Summary
The VALUE Questioning Strategy is a simple way to relieve the pressure of organizing a dialogue. Remember, your clients are thinking, "Do you really know what I value?" "Do you have any idea what is most important to me?" "Do you have any idea what I am trying to achieve?" If you use the techniques in the VALUEQS model, you'll be able to answer these questions and more.
In brief, five things will help you deliver your value: Be confident, question the client with respect, be genuinely interested in understanding what your client values, develop the relationship first, and then do everything you can to earn their trust. If you do, you will be on your way to becoming a world-class advisor.
Leo Pusateri is president of Pusateri Consulting and Training LLC in Buffalo, N.Y., and is author of Mirror Mirror on the Wall Am I the Most Valued of Them All?