Timing the Review

Concluding a meeting by reviewing needs ends it on a positive note and sets the stage for the next meeting when you will present.

The best time to review needs is either at the end of a needs-determination meeting or at the beginning of a meeting in which you are presenting (especially if new people are present, or a lot of time has passed since the last meeting).

Concluding a meeting by reviewing needs ends it on a positive note and sets the stage for the next meeting when you will present. If you have done everything right, the client will already have a strong inclination to buy from you.

ACTION POINT: Build moment for the client to buy.