The Power of an Engagement Plan/Close Plan
The importance of a plan to address the ‘last-mile’ of a sales cycle cannot be overstated. It is critical, especially for large and complex deals, that the sales executive draft and review with their prospects a detailed plan to earn the business in question. Doing so is how we ensure that things don’t get missed, that the AM team is in alignment, that senior executives are clear as to what is required of them to support the deal and that everyone is focused on the most important tasks to reach the desired outcome: closed business that will bring clean revenue to the company and a valuable solution or product to the customer.
When you know the decision process, you are much less likely to lose a sale due to stagnation. You know exactly what needs to take place on the company’s side to close the sale, so you can work to meet those conditions. If, for example, you know that the economic buyer has okayed the decision but has not completed the follow-up process paperwork, you can specifically push to get that paperwork taken care of, thereby closing the sale.
We have a templated engagement plan that will help work with the client on building a mutual strategy to get our product into their business.
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Thanks for watching the video How to ENGAGE CUSTOMERS & Build a Successful Client Engagement Plan | Aaron Evans Sales Training
