Coaching your business associates - It is absolutely critical that you learn how to summarize when you are coaching business associates. It is an integral part of effective coaching along with:
What's in a summary?
It is vital when summarizing that you are as concise as possible!
You don't want to repeat the entire conversation all over again or you will have the person you are talking to nodding off to sleep before you know it!
However, there are 3 ELEMENTS that a summary MUST contain:
- Important FACTS obtained from the other person
- Important INFORMATION given to the other person
- Any CONTRACTS or AGREEMENTS made with the other person
So let's get down to business here………
How do you summarize?
Let's have a look at a summarizing strategy to ensure you cover all your bases and use this skill most effectively.
Here's the "3 STEP PROCESS" that makes summarizing a breeze!
STEP ONE: Introduce the summary. In other words, let the person you are communicating with know you are going to summarize the discussion. For example, you could say………"So Tom, let's just review what we have discussed today………"
STEP TWO: Summarize the discussion. Keep your summary to the point and don't cloud it with unnecessary information - remember it is just a summary! Only mention those things that are critical and necessary and make sure you include the 3 ELEMENTS that must be included in a summary, i.e. Facts, Information and Agreements.
STEP THREE: Check the other persons understanding. This is vital to a successful outcome. There is no point summarizing if you are "away with the fairies", or "on another planet" and you haven't heard or remembered a word of the discussion that has just taken place.
So in order to be sure you have summarized correctly, check that the other person agrees that your summary is indeed an accurate account of what has just been discussed. You could do this simply by asking…….."So Tom, does that sound OK to you?"
Examples of Summarizing in your network marketing business
So let's take a look at three of examples of how this might look in the real world of your network marketing business.
Summary Example ONE:
Let's say you have been talking with a business prospect. Your summary could look something like this:
"Well John, it's been great talking with you today, I've really enjoyed our discussion and having this opportunity to explore this business with you. Just to wrap up I'd like to review what we covered and make sure we are both clear about where to from here.
Firstly, thanks for taking the time to tell me about your short and long term income goals. You mentioned that you would like to increase your discretionary income within the next 6 months by $500 per month and within 18 months you would like to have a residual income stream of at least $2000.00 per month so that you can invest this as part of your retirement plan.
In response to hearing your goals I have provided you with an income estimate summary and business profile for the business opportunity we have discussed today so that you can review this over the next 2 days.
We have agreed that we will meet at your house for coffee on Thursday morning at 10.00am with the view to getting you started in business and completing the necessary paper work.
How does that sound John?"
So that's not so hard is it!
Let's just take a couple of minutes to review this summary and see if it stacks up!
Firstly, does it include the "3 ELEMENTS" of a good summary?
Secondly, does it follow the "3 STEP PROCESS" that makes summarizing a breeze?
Let's break it down and see what we find.
Evaluate Summary Example ONE:
"Well John, it's been great talking with you today, I've really enjoyed our discussion and having this opportunity to explore this business with you.
(STEP ONE: INTRODUCE SUMMARY)Just to wrap up I'd like to review what we covered and make sure we are both clear about where to from here.
(STEP TWO: SUMMARIZE) Firstly, thanks for taking the time to tell me about your short and long term income goals.
(ELEMENT ONE: Important Facts obtained from the other person) You mentioned that you would like to increase your discretionary income within the next 6 months by $500 per month and within 18 months you would like to have a residual income stream of at least $2000.00 per month so that you can invest this as part of your retirement plan.
(ELEMENT TWO: Important information given to the other person) In response to hearing your goals I have provided you with an income estimate summary and business profile for the business opportunity we have discussed today so that you can review this over the next 2 days.
(Element THREE: Contracts or Agreements) We have agreed that we will meet at your house for coffee on Thursday morning at 10.00am with the view to getting you started in business and completing the necessary paper work.
(STEP THREE: Check Understanding) How does that sound John?"
Example ONE seems to stack up right?
Let's take a look at another example.
Summary Example TWO:
"Well Karen, it's been great chatting - thanks for calling me about your interest in our products. We've covered a bit in our conversation this morning, so I thought it might be helpful if I just recap quickly so we are both clear about where to from here.
You told me that you have been looking for health supplements that contain 100% plant based ingredients and are supported by scientific research that can be validated.
In response to this I have referred you to 2 websites that I believe will provide you with all the information you need to complete your research and assist you to determine if the products we offer are indeed what you are looking for.
We have agreed that I will phone you on Monday at 7.30PM so that we can chat further. At this time I can assist you to purchase any products from our catalogue that you may have a specific interest in.
How does that sound Karen?"
Evaluate Summary Example TWO:
"Well Karen, it's been great chatting - thanks for calling me about your interest in our products.
(STEP ONE: INTRODUCE SUMMARY) We've covered a bit in our conversation this morning, so I thought it might be helpful if I just recap quickly so we are both clear about where to from here.
(STEP TWO: SUMMARIZE)
(ELEMENT ONE: Important Facts obtained from the other person) You told me that you have been looking for health supplements that contain 100% plant based ingredients and are supported by scientific research that can be validated.
(ELEMENT TWO: Important information given to the other person) In response to this I have referred you to 2 websites that I believe will provide you with all the information you need to complete your research and assist you to determine if the products we offer are indeed what you are looking for.
(Element THREE: Contracts or Agreements) We have agreed that I will phone you on Monday at 7.30PM so that we can chat further. At this time I can assist you to purchase any products from our catalogue that you may have a specific interest in.
(STEP THREE: Check Understanding) How does that sound Karen?"
Looking pretty good so far………Example ONE and TWO both include all 3 summary elements and all 3 summary steps.
Let's look at one final example.
Summary Example THREE:
"Hey Francis, it's been great catching up today and working through your business coaching plan. You are always such a pleasure to work with as you really show a strong commitment to your own skill development and network marketing career plan. As is always the case, we have covered a lot of information in this coaching session so I think it might be a good idea to quickly recap so we are both clear about what we've covered and what we both now need to do.
Firstly, thanks for updating me on your progress with level one of your career development plan and for providing supporting evidence of the tasks you've completed. It is great that you have demonstrated competence in all the skills on level one of this plan and you are starting to see the results of your growing skill level translated into specific results in your business.
Now that you have completed level one I have provided you with the competency framework for level two so you can start to familiarize yourself with this over the next week. I have also given you the next level of your coaching workbook so you can start to work on this.
We have agreed that we will have your next coaching appointment in one week, on Tuesday at 8.00PM at my house as you are anxious to make a start on level two of your career development plan.
How does that sound Francis?"
Evaluate Summary Example THREE:
"Hey Francis, it's been great catching up today and working through your business coaching plan. You are always such a pleasure to work with as you really show a strong commitment to your own skill development and network marketing career plan.
(STEP ONE: INTRODUCE SUMMARY) As is always the case, we have covered a lot of information in this coaching session so I think it might be a good idea to quickly recap so we are both clear about what we've covered and what we both now need to do.
(STEP TWO: SUMMARIZE)
(ELEMENT ONE: Important Facts obtained from the other person) Firstly, thanks for updating me on your progress with level one of your career development plan and for providing supporting evidence of the tasks you've completed. It is great that you have demonstrated competence in all the skills on level one of this plan and you are starting to see the results of your growing skill level translated into specific results in your business.
(ELEMENT TWO: Important information given to the other person) Now that you have completed level one I have provided you with the competency framework for level two so you can start to familiarize yourself with this over the next week. I have also given you the next level of your coaching workbook so you can start to work on this.
(Element THREE: Contracts or Agreements) We have agreed that we will have your next coaching appointment in one week, on Tuesday at 8.00PM at my house as you are anxious to make a start on level two of your career development plan.
(STEP THREE: Check Understanding) How does that sound Francis?"
So looks like all three summaries hit the spot.
It's really not rocket science, but it helps to be clear on the process and the necessary elements so you can be totally confident about summarizing with ease!
Mastering the skill of summarizing will have you communicating like a professional in no time.
After all, don't you want to be totally professional in your network marketing career?
Honing your communication skills is one of the best investments you can make in your own development and the growth and success of your network marketing business.
So learn and master the skill of summarizing and add it to your communication skills tool kit TODAY!
Click here to go from summarizing to effective communication skills
Click here to go from summarizing to network marketing mlm success system home page
This is extremely important to the success of your communication with others and in particular the success of your network marketing business.