How to Use a Mutual Action Plan (MAP) to Guarantee an On-Time Close

Why Buyers Need Accountability, Too

Many transactions do not fall through because prospects lose interest. Instead, deals go off track since there is no real ownership. The focus changes internally, the key people get caught up in other matters, and things fall by the wayside. At one point, an easy-to-close deal starts to drag before eventually failing when the predicted closing date arrives.

In B2B selling, this becomes even more prevalent due to the number of individuals, the legal aspects involved, and the implementations that come with it. Without proper organization, even the most enthusiastic buyers might find themselves struggling to make any progress.

That is why top sellers always employ a Mutual Action Plan (MAP). Not relying on luck for moving forward, they build a plan together, offering transparency, responsibility, and drive. As Full Cycle Mavericks realize, buyers need guidance just like sellers.

Shared Timelines Create Faster Closures

Effective salespeople know that consumers don't buy things; they buy results. Efficiency improvements, cost reductions, or the kick-off of a new project are all outcomes that customers are seeking.

But for customers to obtain such benefits, coordination is needed. Without it, priorities will clash, and deadlines will be negotiable.

MAPs overcome these problems through the creation of common schedules and responsibilities. Both parties know and acknowledge what needs to be done in order to attain the intended results.

There is more forward momentum because there is a clear schedule that allows everyone to focus on the right things at the right time. What's even better is that no chances will get lost in the never-ending chain of follow-ups.

FCM's employ MAPs because they realize that a win-win deal means coordination. Closure becomes a joint effort rather than the act of selling something to someone.

Definition of a Mutual Action Plan

The term Mutual Action Plan refers to a plan made together by both the purchaser and the seller with the aim of ensuring proper implementation of the whole process.

This differs from the usual sales checklist, which tends to concentrate more on actions by the seller alone. The plan highlights key objectives, key dates, and key parties involved in the whole process.

In a simple way, the Mutual Action Plan is about getting both the purchaser and the seller aligned towards achieving their business goals. Rather than focusing more on signing the contract, the plan ensures that both the purchasers and sellers pay attention to what will happen after the signing of the contract.

For instance, if a customer wants the new software installed in the company before the beginning of the next quarter, the Mutual Action Plan would be made in a way that will ensure this milestone is achieved through other actions, such as review and sign-off of the contract.

Why Deals Stall Without a MAP

There are many cases where deals stall simply due to the lack of a roadmap to keep them moving forward.

A very frequent reason why many deals get delayed is the lack of clear next steps. People finish meetings promising each other that they will contact one another at some point in the future. However, no actual steps need to be taken.

The internal buyer delays represent yet another significant problem. Despite the fact that buyers are highly interested in a particular offer, there are many issues they might need to work through internally.

Urgency issues should also be addressed. There are many situations where buyers realize the importance of the opportunity. However, unless they are forced to make some decisions, they are not likely to do anything at all.

All these reasons lead to frustration on the part of both buyers and sellers. For this reason, Full-Cycle Mavericks know very well that they cannot wait until a deal gains momentum on its own.

Building an Effective Mutual Action Plan

Constructing a highly effective Mutual Action Plan requires starting with defining the expected result for the client.

Instead of only concentrating on the deadline for signing the contract, top sellers analyze the ultimate business aim. Knowing why the customer needs the solution and by what time he expects to get results becomes the key to creating the action plan.

The second element that should be considered during this process involves defining all stakeholders. As a rule, many departments are usually involved in complicated deals. That's why it is crucial to identify them at the very beginning to avoid unexpected difficulties in the future.

Setting milestones is another essential step to undertake. All crucial tasks like technical review, legal discussion, procurement discussion, and even the start-up discussion can have target dates. It will give the opportunity to control and track the progress.

Defining responsibilities for all participants is one of the final stages. Each activity must have its performer assigned. This step will ensure accountability on behalf of both sides.

Using Buyer Goals to Create Accountability

Another great strength of Mutual Action Planning is the accountability that it brings into account based on the buyer's own objectives.

Conventional sales processes involve using false urgencies. The seller convinces the prospect to make haste since the latter has his own quarterly numbers to hit. Most buyers are aware of such tactics and may even resist them.

But Full-Cycle Mavericks understand how to relate timelines to the buyer's own goals.

Consider a scenario where the prospect intends to launch a program at the start of the third quarter. Every delayed task will have an impact on him, thus making his objectives difficult to reach.

It results in genuine urgency. It is only natural for buyers to be motivated to make progress since the delay in reaching their objective will affect them directly.

Thus, accountability becomes mutual, rather than being one-sided.

Why Mutual Action Plans Strengthen Customer Relationships

While accelerating deals can be considered one of the benefits, Mutual Action Plans help build trust between clients and vendors.

Clients like order and professionalism. It will clearly show your commitment and help you make the client believe you are willing to help them succeed.

Another advantage is that it makes clients feel comfortable and secure because they are aware of what to expect. Better communication and good relationships will follow.

Finally, this approach puts the salesperson in the role of a consultant, not a vendor who only wants to sign some papers.

Conclusion: Buyers Commit to Their Own Plan

The most successful Full-Cycle Mavericks never use tactics like pressure and constant emails to move sales forward. They know better that the buyer has a much stronger commitment to his goal than the salesperson's target numbers.

With Mutual Action Plans, they create the timeline, accountability, and momentum needed throughout the sales process. Instead of treating closing as war, they make it a team effort centered on reaching the buyer's results.

Ultimately, the buyer does not commit due to pressure. He commits due to the clarity of his pathway to the goals.

That is why Mutual Action Plans have now become the number one technique for ensuring on-time closing. Buyers committing to their plan makes momentum easy to achieve, and delays are infrequent.