Gain Trust of a Commitment with a Transition Plan
Last month we discussed the usage of a buying evaluation plan to further gain trust in part 2 of this 3 part series covering a complex sale.
In this last article, we cover how to use a transition plan to gain consensus with the buying committee to move forward with the products and services offered. During the evaluation phase of the buying decision, (see diagram below), buyers are beginning to feel additional risk.
One of the ways to lower the feeling of risk and help avoid loosing to "No Decision, Inc." is to use a transition plan. Many buyers are trained how to buy, however, they are not trained how to properly evaluate and transition the business to difficult to understand products and services.
Don't let the "curse of knowledge" get in the way of helping your customers form a vision of a solution around how to transition to your products and services.
Read on to learn how I approached the use of a formal transition plan, which in this case avoided any negotiation at the end of one of my largest sales.