Training Tip Tuesday: Transition Statements Pave the Way
Do you have any memories from high school or university writing assignments? Perhaps your teacher or professor commented that you should add more transitions in your choppy writing. Hopefully they provided some suggestions. Transitions can be single words or phrases: in addition, finally, consequently, in spite of, in conclusion. We use them to glue our ideas together so that the reader has the directions for piecing your ideas into a logical presentation or argument.
Transitions are not there to simply “decorate” our ideas.
They hold meaning that directs the reader to think and react in a particular way.
Similarly to expressing ideas, the sales process also requires the use of transitions. As you move from stage to stage, you want to provide your suspect with a map to direct them through each phase. Whether you are ready to enter the Discovery & Credibility Stage after confirming you have found an Ideal Client, or you are ready to Propose Solutions because you have identified the problem you are qualified to solve, or you have secured a contract and are ready to onboard your new client, the Transition Statement serves first as your ask to move to the next stage and second as the roadmap -- what happens next, how long will it take, and the process involved.
Sure sounds like a Level Playing Field Statement, doesn't it?
Indeed! The Level Playing Field Framework is what you will use to build your transition Statement.
Purpose Process Time
Prepare ahead of time your desired outcome, the way you will accomplish your outcome, and the amount of time you need.
This is an example of a Transition Statement to move to Stage 2, Discovery & Credibility:
Many of our clients have suffered from what you have described. We have been able to move them to a different place. Can we schedule a 20-minute discovery meeting so we can get to know each other a little better and see if there is a good fit?
This is an example of a Transition Statement to move to Stage 3, Propose Solutions:
So, if my understanding is correct, it looks like we have good potential here. I would like to take this back to my team and put together a proposal for you. Then we would like to meet with the decision maker for 45 minutes to present our solutions and if everything fits, sign agreements and get started.
Your Onboarding Transition Statement is the time to build on the trust you have established and to support your new Ideal Client in their decision to become your partner in business. This step requires thinking about the onboarding process ahead of time and then building your statement that summarizes the onboarding process. Details to consider: Who do you need to introduce or herald? Who are the relevant people this new client will need to meet? What is the client’s preferred method of communication? What documentation is needed from the client? What is the timeline of the next steps? Write as many specific details as possible to create your Transition Statement. Once you have completed your work, meet with your team and have them provide additional input. What else can you include to make the onboarding experience more pleasant and memorable?
As you see, your Transition Statement is a powerful tool that demonstrates your awareness of the stages in the sales process and guides your suspect along the path to a relationship built on trust and credibility. Today’s practice tip is to simply create Transition Statements you can use right away. What meetings do you have this week that require a statement that “glues” your ideas together and directs others to think and react in a certain way? Spend some time writing these statements then practice saying them … out loud. As soon as the words come out of your mouth and into your ears, you will know if you need to make any changes. Once you have settled on the words that come out of your mouth naturally, repeat the statement until it becomes forged in your memory. During that upcoming meeting, we want your unconscious competence to take over and that statement to flow from your mouth as if you’re a pro.
Practice until you can’t get it wrong.
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