Using Mutual Action Plans to drive your sales

Get ready to delve into the world of virtual selling techniques with Tom Williams, author of two insightful sales books

Listen in as we explore the world of virtual selling techniques and how sellers can distinguish themselves to build meaningful business relationships.

We tackle the concept of an outcome enablement plan and its benefits for both buyers and sellers, from an improved buying experience to reduced risk and enhanced accountability.

Tom urges sales reps to concentrate on outcomes, ensuring they leave a lasting impression on buyers.

The conversation then moves to understanding stakeholders and securing commitments.

Tom sheds light on how to identify the customer's current state, alternatives they've tried, and their desired future state.

We discuss the significance of determining the business and experiential implications of making or not making a decision.

Tom emphasises the importance of identifying all key stakeholders involved to reach a collective agreement.

This episode is packed with insights that are sure to revolutionise your selling strategy, so tune in!

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Mutual Action Plans (9 Minutes)

Tom Williams, author of two books on selling, joins me to discuss the application of virtual selling techniques and how sellers can differentiate themselves to create meaningful business relationships. We explore the concept of an outcome enablement plan and its advantages for buyers and sellers, such as improved buying experience, alignment between buyers, joint ownership, accountability and reduced risk. Tom encourages sales reps to focus on outcomes to become memorable to buyers.

(0:08:45) - Understanding Stakeholders and Securing Commitments (9 Minutes)

Tom Williams shares how to identify the current state of the customer, any alternatives they have already tried, and the desired future state of the customer. He also discusses how to determine the business and experiential implications of making or not making a decision, and the importance of determining the priority and urgency of the customer's problem. Additionally, Tom explains the importance of identifying all key stakeholders involved to create a collective "yes" for the decision.

(0:17:51) - Selling Differently (5 Minutes)

Tom Williams and I discuss how sellers can differentiate themselves by selling differently. We discuss the significance of determining the business and experiential implications of making or not making a decision.

Tom emphasises the importance of identifying all key stakeholders involved to reach a collective agreement.

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