In training one of the areas that I focus on is what we call the transition statement. This point in time refers to the moment right before we place the finance menu in front of our customers. As a finance manager, we make a lot of assumptions about what a customer knows and about whether or not they understand our responsibilities in the finance office. The transition statement is a short introduction that explains what we are about to go over with our customers. This step is crucial and will lay the groundwork for a successful menu presentation. By making sure our customers are aware of what we are about to review and explaining that we understand that their payment is important to them allows for you to present your coverages with a receptive audience. As a trainer, this is a key area I look at to see if a finance manager is charismatic in the delivery of the transition statement.
Michael Aufmuth
Elite FI Partners