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What other information do I need before deciding? |
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Why does this idea appeal to me logically? |
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Why does this idea appeal to me or repel me emotionally? |
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Why do I need to decide quickly? |
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Why am I trying to delay this decision? |
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Listen critically to stay on the straight and narrow. Many a buyer and decision maker wishes he or she had pulled out this checklist "the morning after." |
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Tip 467: Summarize what you've heard after lengthy sessions. |
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In addition to paraphrasing as a conversation unfolds, summarize at the end to make sure you have understood the key points covered and any next-action items. Writers add a summary paragraph or chapter at the end of their articles and books to make sure they've hammered home their theses. Meeting leaders recap major conclusions at the close of formal meetings. Telemarketers outline the next steps of action before they hang up. But for some reason, if people have talked one on one, face to face, they forget the need to do the same thing. Summaries provide one last chance for clarity. |
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