Transition Statements In Sales – 7 x For Closing Easier
Transition statements in sales are an excellent question type to add to your overall sales conversations and sales strategy; because when used right – they work!
Effective transition statements open up dialogue with your potential clients and help you sell more often – because they help you lead towards the sale, without breaking rapport.
In this article, we’re going to look at seven good transition statements that will help you close more sales, in a consultative way.
What Are Transition Statements In Sales?
Put simply – effective transition statements are sales questions you ask your potential clients that do two important things.
First, they make the assumption that they’re going to transition and buy if they are the right fit for what you’re selling.
The key here – is that they have to be the right; meaning they’ll benefit from what you’re selling, and they make sense to take on as a client.
Secondly, they’re questions that help your potential clients understand the benefits of buying whatever it is you may be selling.
This means that they’re questions that get your potential clients to respond in such a way, that they sell themselves on the need for whatever it is that you’re selling.
Why Transition Statements Work So Well
Also known as assumptive closing questions; transition statements in sales are very effective because it puts you potential client in a ‘buying state of mind’.
If your potential clients can imagine themselves owning what you’re selling, it makes the sales process a whole lot easier.
One of the reasons as to why Sale Professionals and Entrepreneurs fall short with making sales, is because they don’t know how to get their potential clients to see themselves with your products or services.
Transition statements in your sales conversations help solve this, because they’re designed to have your potential clients talk about wanting to get to a solution to their pain points and current issues.
Transition Statements In Sales – 7 x For Closing Easier
#1 – ‘When would be a good time to start?’
This is an excellent transition statement, because it makes the assumption that your potential client is looking to start with your product or service quite soon.
It also encourages fast action, helping shorten the sales cycle.
#2 – ‘In regard to everything we’ve discussed so far – how does it all sound?’
This sales transition statement works, because it does two distinct things.
First; it helps get agreement from your potential client, which can help put them in a state of agreement later when you’re asking other sales transition statements.
Secondly – it allows you to get back on track if you’ve lost them along the way and gives you the opportunity to clarify anything if it doesn’t make sense to them.
#3 – ‘Can you see why this would be of benefit to you so far?’
This makes our list of sales transition statements, because it has two excellent benefits.
First, it makes the assumption that there are benefits of owning your product or service.
Secondly, it asks them to explain the benefits of owning your product or service.
If they start explaining the benefits, they start selling themselves on what they should buy.
#4 – ‘How does this/ that sound?’ – A Simple Yet Effective Transition Statement For Sales Conversations
Throughout your sales conversations, we recommend using the ‘How does this/ that sound?’ transition statement because it gauges where they are in regard to proceeding.
A mistake a lot of Sales Professionals and Entrepreneurs make, is that they assume that everything is going OK – only to learn later that they lost the attention or desire of their potential client a long time ago.
Using this transition statement helps gauge if you’re on track, and whether you should steer things in a different direction.
#5 – ‘Do you see what I mean?’
Another of our simple yet effective sales transition statement is simply describing something and asking if they see what you mean.
It works by getting agreement from your potential client.
The more agreement you get during your sales conversations, the easier it will be to get them to agree to buy when you ask for the sale later.
#6 – ‘Were you looking at getting started on the [insert date]?’
This question works very well, because it makes the assumption that they already have made a buying decision – and that all they need to tell you is when they’re exactly looking at getting started.
#7 – ‘How do you feel about the product/ solution so far?’
This is one of our recommended sales transition statements that you would use during your presentation.
We recommend keeping your sales presentations towards the end of your sales process, so that you come from a position of prescribing your offer.
As per our article in Entrepreneur – a lot of Sales Professionals and Business Owners make the mistake of presenting too early.
This makes you look needy – and positions you as a commodity.
Always keep your presentation towards the end, and present in a way that prescribes how you will solve their problems, rather than hoping that it will.
Transition Statements In Sales – Our Final Thoughts
These sales transition statement are excellent because they do two distinct things to help you close more sales.
First – they make the assumption that your potential client is in the state of mind of making a purchasing decision.
By framing the conversation this way – it helps make them feel comfortable that they can buy, without having to wait until a later date.
Secondly – it uses the powerful sales strategy we teach, of helping guide people to sell themselves.
A lot of Sales Professionals and Entrepreneurs make the mistake of trying to do all the selling.
Instead, we encourage you to help people sell themselves; by using the questions in this article to help you achieve this.
Want To Close Sales Easier?
Are you committed to closing sales a lot easier, and consistently?
If so, you should check out our self-paced and affordable online sales training program; The 5% Sales Blueprint.
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