Last week I discussed the importance of clear and specific deal timelines. (linking to it if you missed it.)

Without those, you’re guessing.

As a layer on top, in order to work with your client more effectively, I want you to start using a Mutual Action Plan.

This isn’t a new idea in the world of sales but it’s something that almost always goes unused.

→ I love it because it meshes skills and systems, beautifully.

You need an organized system to house the correct information and the skills to communicate to your prospect throughout the sales process.

The Mutual Action Plan leaves nothing to chance. It’s a transparent document that helps eliminate things getting “lost in translation”.

You can download and use this template I created: Simple Mutual Action Plan Template → *Select “File” → Then ”Make A Copy” to save for editing

Real quick: I need your help. Founders you know are probably facing the same sales struggles you’ve been tackling. If you’ve found value here, forward this to 2 of them (or share the subscribe link) so they can join in. Appreciate your help 🙏

It is a plan between you and the prospect on the current state of the evaluation and includes agreed upon steps, timelines, documents, points of contact and other important details.

→ This is the sole truth that you can rely on throughout the sales process.

This would work well for those selling products / services B2B and typically have a longer sales process (3+ months), higher priced products ($5,000k +), multiple stakeholders, or are in a highly competitive market.

→ You can scale the MAP to make it work for your specific business.

The MAP should be brought up on every call to discuss next steps, evaluation process and timelines. Typically, once you’ve established a general partnership fit through a discovery call or deeper presentation, you can recommend using a Mutual Action Plan to keep everything on track.

→ The goal is to get their “buy-in” that they are on board with using it.

This sets expectations throughout the evaluation. It allows you to understand your prospects processes more clearly and be a better guide for them along the way to bring up things they might not have considered. Additionally, it leaves nothing to chance.

→ It will make you look highly professional, organized and separate you from other vendors.

Here are the main items I want on the shared MAP document that will be used between you and your prospect. Keep it super simple!

I want this template to get you there 90% of the way. You need to decide the most important details that have to be captured and set the document up accordingly to be clear. If you missed the link above, here is the Simple Mutual Action Plan Template you can use.

By leveraging a MAP in your calls, it’ll change the structure of your conversations. You’ll create a future-focused approach to milestones and timelines. And you’ll keep your buyers engaged, helping separate the serious buyers from the not-so-serious ones.

Here are a few reminders as you venture out with your Mutual Action Plan.

🎯 Always present the MAP for the first time on a call, never send it through email, and make sure the buyer is on-board with using it. (remember, it’s only going to help them with their buying process. If they push back, that might be a little red flag)

🎯 Once you have established some rapport/alignment (typically after a discovery call or deeper presentation) you’ll want to introduce the MAP. It’s as simple as, “Tom, I put together a shared document to help us keep on track with this project and we can refine it as new information / steps come up.”

🎯 This should be something shared on each call to stay aligned on the project goals and timelines.

🎯If you need to update information, it’ll be easier to email and say, “Tom, I updated the proposal and linked it up in our shared document here. Let me know if you have any questions.” Now the document becomes the central point of truth and your buyer doesn’t have to fumble through emails or folders.

🎯 When new decision makers are added to calls it’s good to review the MAP to get their buy-in.

I know this might be a new process but you’re already doing a lot of this already. You're tracking milestones and determining next steps. The “next level” a MAP brings is we do it visually and transparently with our buyers.

It’s a game-changer!

What do you think? Is this something you can see yourself using with your buyers?