Transitioning Flashcards
Bonding to upfront contract:
business or review last conversation?
{Name} should we get down to business or would it make sense to take a second to review last Wednesday’s conversation when we agreed to put this meeting in our calendars?
Bonding to upfront contract:
make sure same page
Now then {name} let’s just take a moment shall we to make sure that we’re both still in the same page. Is that fair?
Bonding to upfront contract:
moment over the notes
{name} I’m just going to take a moment to go over the notes that I took when we spoke last week, just to make sure we get to cover everything that we agreed on. Are you comfortable with that?
Upfront contract to pain:
we talked about. outlining things?
So {name} we talked briefly about {agenda}. Shall we start by maybe outlining the top 3 or 4 things that you were hoping to see from me today?
Upfront contract to pain:
most clients tell us. moment to describe process? you tell me what that look
{name} most of our clients tell us at this early stage that there not quite sure how we do what we do. Would it make sense for me to take a moment to describe how our process works and what kinds of things we typically do? Then maybe you can take a second to tell me a little bit about what that might look like in your particular world or situation. Is that fair?
Upfront contract to pain:
{name} for me to try to figure out whether or not we might be a good fit, will you take a few minutes to describe the most important elements as you see them concerning what we discussed on the phone and which of them means the most to you right now?
Pain to budget:
sounds a lot. Let me summarize… to investment to sort out.
So {name} that all sounds like a lot. Let me see if I can summarize what you’ve said so far and if we can start to try to figure out a ballpark investment that might be required to sort all this out. Does that feel OK at this stage?
Pain to budget:
don’t do this for free. see whether we’re in same ballpark
Well {name} you know we don’t do this sort of stuff for free. So let’s see whether we’re both in the same sort of ballpark for getting this sorted out. Are you OK with that?
Pain to budget:
I see what’s been going on. to start discussing what you were hoping to see
{name} now that I think I’m beginning to see what’s been going on. It would probably be a good time to start discussing what you were hoping to see in terms of investments of time, money, effort, energy and so on. Does that feel like a good idea?
Budget to decision:
before we agree on how, anyone else?
{name} before we agree on how I might best show you what our solution might look like, there’s just a couple of extra things I’d like to explore with you. I don’t suppose there’s anyone else other than yourself who might also be really interested in the successful outcome of this project?
Budget to decision:
usually when our clients make this kind of decision, someone else
So {name} usually when our clients make this kind of decision there’s always someone else who needs to be involved in the process. Would you care to explain to me who that is in your world?
Budget to decision:
when we present to your buying team, want everyone from top
{name} when we present our solution to your buying team, we really want to make sure that everyone from the very top to the lower levels gets their views aired. So who in your world is looking to have a say in the successful outcome of this particular project?
Decision to fulfillment:
{name} let me recap, tell me whether I missed. if not, let me try figure out how important all this is
{name} let me recap what we have discussed, then you can tell me whether I missed anything. And if not, let me then try to figure out how important all this is right now and how it stacks up against all of the other projects that might be on your radar. Are you OK with that?
Decision to fulfillment:
one critical question. When? academic right?
{Name} so I can start to figure out whether we might be even be able to help you, may I start by asking you one really critical question. When would you like to start? If we can’t meet your deadline everything else is kind of academic right?
Decision to fulfillment:
let’s pretend perfect solution. not saying. what would next stage?
{Name} let’s pretend just for a quick second that we had the absolute perfect solution for you. I’m not saying we do of course, but if we did, what would the next stage of the process look like in your world?
Fulfillment to Post sell:
glad we have some clarity. Thanks for sharing. Typically good sense clarity on next steps from both
{name} OK glad that we finally have some clarity on the situation. Thanks for sharing. Typically when we get to this stage it makes good sense to take a moment to have some clarity on the next steps from both sides. Are you OK with that?
Fulfillment to Post sell:
I believe right decision for your. Before I go, make a clear record of what’s next?
{name} fine, I believe that you made the right decision at this stage for your needs. Before I go, would you be comfortable taking a couple of minutes to make a clear record of what’s next?
Fulfillment to Post sell:
candor. History tells us documenting and agreeing saves confusion
{name} thanks for your candor. History tells us that if we spend a couple of minutes now documenting and agreeing on what’s next, it saves a lot of confusion later. Are you comfortable with that?
