One of the key components of the ValueSelling process is creating a mutual plan. The plan is written confirmation that summarizes the conversations that have taken place. It helps to make sure you and your client are on the same page. That both of you agree on the activities, timeline and outcome.
While it seems unnecessary, as a salesperson, you’ll benefit because a plan helps:
- Mitigate risks for the buyer
- Outline the steps to close the sale
- Help you access the right people
- Verify the details
- Identify the people and process involved in the process
- Give you leverage if changes are requested by the customer
An effective written plan will reconfirm:
- The business issue
- The problems
- The solution
- The business value
- A list of activities
You can use the following sample letter as a template for your next mutual plan:
Sample Mutual Plan Letter
October 10, 2007
Mr. Joseph Smith
COO/President
Any Company USB
123 Buymore Avenue
Openpo, MA 02100
Dear Mr. Smith:
After yesterday’s discussion regarding your most critical issues, you said that you were impressed with the approach that we took to understanding your business issues. As discussed, we have the experience and proven results from working with companies worldwide to potentially assist Any Company USB in a number of areas. Most relevant is our ability to contribute to your challenge of reducing costs by $500 million in 18 months [RECONFIRM BUSINESS ISSUE]
From our discussion, I understand the primary reasons this is a challenge for you is that your current organizational structure is inefficient and not cost effective, especially due to overlapping functions following mergers: you are spending $1.2 billion in office supplies alone, and that has developed without planning for efficiency; you are reliant on legacy systems with lots of information, and they are difficult to use; and finally, you are having issues with employee training and skills. [RECONFIRM PROBLEMS]
You said that you needed to consolidate operational responsibilities but serve the diverse groups; implement an electronic Operating Resource Management system; provide bridge solutions to retain access to legacy information, but make it easier to get information; and provide distance-learning solutions that develop skills and conserve on training expense. [RECONFIRM SOLUTION]
You indicated that this would help you achieve the 1.3 percent or $33 million improvement target for an Operating Resource Management system. Not having to throw out legacy systems could save upwards of $100 million on new hardware and software and help reduce the ratio of employees to clients by 10 percent. [RECONFIRM BUSINESS VALUE]
You indicated we should expand our assessment activities to include Mark Noble, CIO, and a number of other functional supporters as well. From our discussion, I have outlined a preliminary plan to accomplish this and included target dates for your review. These activities will culminate with a pre-proposal review presentation to you, Mark Noble, Jeff Hurley, Greg Goldman and the other members of the task team on October 23rd.
The completion of the attached list of activities is designed to enable you to determine whether entering into a partnership with StarStone Corporation is the best way to help you resolve these business issues and achieve your objectives.
Sincerely,
Sales Representative
StarStone Corporation
cc: Mark Noble
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