team to the concept of mutual action plans, be sure to stress the importance of two-way conversation. Encourage reps to dedicate a meeting to complete the plan with each prospect and get their sign-off when it’s complete.
The more your reps treat each mutual action plan like a two-way street, the more successful they will be.
Encourage reps to look
at each component of the mutual action plan through the lens of the buyer
In a similar vein, mutual action plans are only effective if they frame the buying process in a way that makes sense for their organization’s specific processes, pain points, and goals. Each aspect has to reflect your buyer’s goal in order for it to be effective.
Make it clear that the mutual action plan is a rep’s single source of truth
Train your teams to use their mutual action bahamas phone number list plans To document and highlight. Important parts of every deal. For example, if a date is missed by. Either party, adjust the timeline. Accordingly so your buyer can see the. Direct impact of the date slip.
An easy way to keep the plan top
of-mind is to bring it up at the start and close of every call to review with the prospect directly. Cover what to expect next, how they’re pacing to goal, what data on needs to happen before the next call, and the expected outcome of each meeting.
Operationalize your mutual action plan
A mutual action plan is only effective if it’s implemented and operationalized as a core part of your selling strategy. It’s not enough to hand over a close with projected template and expect it to be successful. Instead, you must implement mutual action plans as a required, baked-in function of your selling motion.