Welcome to another Track Selling ShortTrack™ podcast. I'm your host, Mike Thomas.
We continue our series on transition statements, which many call the secret sauce of Track Selling.
This episode explains how to successfully transition from Step 5 - Fill the Need, to Step 6 - Act of Commitment. To explain how to make this transition and why it's so important is my partner and fellow co-founder, Ron Holm.
All the wonderful sales work that you performed in the first five steps of the Track Selling System is about to pay off. After you summarize the features and quote the price, it's time to close the sale. Or as we say in Track Selling, transition to the Act of Commitment.
This statement is an action-oriented question and, here it is. "If we _______, can you think of any reason why we shouldn't _______? So here are a couple of examples of how that sounds in the field. "If we provide delivery of our product by the first of the month, can you think of any reason why we shouldn't set it up?" [00:01:00] Here's another example. "If our consultants begin project implementation in the near future, can you think of any reason why we shouldn't schedule it?"
Why is this such an effective transition that one of our clients calls it,
"The question from heaven?"
What the transition statement is really saying is this. "If we'll do business with you, will you do business with us," expressed in softer language. The question is crafted in such a way that "no" is the desired answer.
And psychologically, it's easier for the prospect to agree to buy by saying "no" to the salesperson.
Of all the transition statements in Track Selling, this is the one that we encourage you to memorize word-for-word.
Again, the keywords are: "If we ...," and then you indicate what you and your company are going to do, "Can you think of any reason why you shouldn't...," and then you indicate what you want them to do.
For example: issue a purchase order, agree to a next meeting, recommend you to [00:02:00] their buying committee, whatever the actual commitment is, you can flex the wording to accommodate it.
It's a great way to close.
There you have it. So until next time,
good luck and good selling.