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Sales Skills / Close With Confidence / Lesson 25
LESSON 25 · CLOSE WITH CONFIDENCE

The Mutual Action Plan

Practical ways to create a mutual action plan, a shared checklist that guides both sides to the finish.

A shared plan removes guesswork. Write it together.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: A shared plan removes guesswork
TIP 1

A shared plan removes guesswork

Both sides know what happens when, and who is responsible.

TRY THIS
Create one together.
Photo for the tip: List all steps to go live
TIP 2

List all steps to go live

From the first yes to the last signature, write every step.

TRY THIS
Be thorough.
Photo for the tip: Add realistic dates
TIP 3

Add realistic dates

Agree deadlines that both sides can keep.

TRY THIS
Be honest.
Photo for the tip: Share it in a simple table
TIP 4

Share it in a simple table

A clear layout is easy to read and update.

TRY THIS
Use a spreadsheet.
Photo for the tip: Review it weekly
TIP 5

Review it weekly

Regular checks keep everyone on track.

TRY THIS
Calendar it.
Photo for the tip: Update when things change
TIP 6

Update when things change

Flexibility keeps the plan useful.

TRY THIS
Edit promptly.
Photo for the tip: Spot delays early
TIP 7

Spot delays early

Notice slipping dates and ask what help is needed.

TRY THIS
Act quickly.
Photo for the tip: Celebrate steps completed
TIP 8

Celebrate steps completed

Marking progress keeps morale high.

TRY THIS
Say thank you.
Photo for the tip: Review the process afterwards
TIP 9

Review the process afterwards

Learn what worked for next time.

TRY THIS
Note ideas.
Photo for the tip: Shared plans build commitment
TIP 10

Shared plans build commitment

People support what they help build.

TRY THIS
Create.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

PLAN

“Shall we list the steps together?”

DATES

“When can each step be done?”

OWNER

“Who is responsible for each?”

CHECK

“Does this feel realistic?”

SHARE

“I will send it today.”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
List all steps to go live
DAY 2
Add owners
DAY 3
Add dates
DAY 4
Share the plan
DAY 5
Review weekly
DAY 6
Update
DAY 7
Review

Further reading

  • Secrets of Closing the Sale (Zig Ziglar)
  • The Psychology of Selling (Brian Tracy)
  • The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Close With Confidence lessons
Next lesson: Handle the Last-Minute Wobble →

More lessons in “Close With Confidence”

Keep going. Small steps every day make a big change.

← Previous: Keep Momentum Between MeetingsNext: Handle the Last-Minute Wobble →

  1. Closing Is Helping Someone Decide
  2. Why Sellers Fear Asking
  3. Ask Early, Ask Often
  4. Silence After the Ask
  5. Do Not Apologise for Asking
  6. Believe the Customer Deserves a Decision
  7. Check Your Own Fear First
  8. Buying Signals You Must Not Miss
  9. The Trial Close
  10. Ask "How Does This Sound So Far?"
  11. Notice When Questions Turn to Details
  12. When the Body Says Yes
  13. What to Do If You Miss the Moment
  14. Test the Water Before You Ask
  15. The Assumptive Close, Done Kindly
  16. The Choice Close: A or B?
  17. The Summary Close
  18. The Next-Step Close
  19. The "Shall We Get Started?" Close
  20. The Question Close
  21. Close in One Sentence
  22. Map the Decision Process
  23. Win Over Every Person Who Matters
  24. Keep Momentum Between Meetings
  25. The Mutual Action Plan
  26. Handle the Last-Minute Wobble
  27. Get the Paperwork Done
  28. Close With a Committee
  29. Find the Real Reason Behind "Maybe"
  30. Reassure Without Pressuring
  31. Offer a Small First Step
  32. Use Gentle Urgency Honestly
  33. Ask "What Would Make This an Easy Yes?"
  34. Keep the Relationship If They Say No
  35. Say Thank You Properly
  36. Reinforce Their Decision
  37. Set Clear Expectations
  38. Plan a Smooth Start
  39. Check In Within a Week
  40. Ask for a Referral at the Right Time
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