Vision Group

Gain Trust of a Commitment with a Transition Plan

April 2011 Newsletter

Gain Trust of the Commitment with a Transition Plan

Sales and Marketing is a 3 Legged Stool

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.Buyers Feel 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.

Buying Cycle Time Frame

Aligning Sales Marketing is a 3 Legged Stool

Have you ever wondered why a milking stool uses only 3 legs? With uneven ground, 3 legs provides the best stability.Align Sales Marketing

Doesn't it make sense to want a stable sales and marketing framework to tackle the ups and downs of the market place?

We presented Aligning Sales and Marketing is a 3 Legged Stool at the Lake Superior Business Expo, on the 31st Mar 2011.

Please feel free to call or email if you would like to discuss ideas around gaining trust or how to setup and manage a meeting with the buying committee.

Good Selling!All Star 2010

The Vision Group

Phone: 952 475 1475



The Vision Group helps small & medium sized organizations optimize one of their most expensive business assets:

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Gain Trust Then Business

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