The Key Hopes Summary

What are the key hopes I can take from this?

I heard this at the end of an hour’s meeting. The potential client, a millennial lady, said it to the pitching male of similar age.

Given the preceding detailed often techie discussions, I was quite struck by this ‘buyer’s close’.

Next actions were being formulated, commitment sought, conclusions emerging.

In this setting, it was an admirable way of getting the vendor to state what they’d do next.

When we’re selling though, it’s a line we can turn to our advantage.

There’s the mirror statement; the key hopes you can take are…

Then there’s the question; what are the key hopes you want to take…?

I do like the sound of that latter one. Applicable across many a meeting section.

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