Which phase of the Sales Overlay includes summarizing the encounter?

In the context of the Sales Overlay, summarizing the encounter is a crucial component of the closing phase. This phase, known as "Win," focuses on solidifying the relationship and confirming the outcomes of the interaction. During this phase, the recruiter recaps the main points discussed, reaffirms the candidate's interest and suitability for service, and outlines the next steps.

By summarizing the encounter, the recruiter ensures that both parties are on the same page and can address any lingering questions or concerns. This step is instrumental in building rapport and trust, ultimately leading to a successful outcome, such as the candidate's commitment to enlist. The Win phase serves as a culmination of all earlier efforts made during the Engage, Assess, and Reveal phases, reinforcing the overall effectiveness of the recruitment process.