Closing Statements: The last thing you say is the first thing they remember

Have you ever been in a sales pitch, job interview, or other important meeting, and the person you are meeting asks you if there is anything else you would like to say, or ask? How should you approach this situation?

Essentially, you have three choices: say nothing, say something new, or summarize the key meeting points.

• Say nothing: If you are at or beyond the meeting end time, you might choose to respect the schedule, and not say a thing.
• Say something new: During your interview, you may have been asked a question that you didn't have a ready answer for. This might be the opportunity to supplement an earlier answer, or to ask a question that is important to you. Especially when you ask a good question, it helps confirm that you are a thinking person. Or, if there is an idea that you wish to germinate, consider planting the seed at this time.
• Summarize: Alternatively, you can use this time to summarize the next steps or reinforce your key points. Doing this reinforces the clarity of your thinking, and closes the interview or meeting on a high note..

No matter which approach you take, the last thing you say (or don't say) will be the first thing they remember. Make sure that what comes out of your mouth speaks to your value.

This Week's Action Item: Before you next meet someone, pre-write your closing statement. This could be your three key points, your hoped-for action items, or perhaps the seed of an idea that you wish to plant. Then at the end of the meeting, when you are asked if there is anything else, update your closing statement and use it.

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Copyright © 2007 Knowledge to Action Press and Randall Craig. All rights reserved.

Publication Date: July 17, 2007