Mutual action plan closing strategy

Create accountability with mutual action plans (MAP). Structure: shared document (Google Doc) co-created with prospect. Sections: 1. Success criteria (what 'go-live' looks like). 2. Timeline with milestones. 3. Tasks for vendor (demos, security review, pricing proposal). 4. Tasks for buyer (stakeholder intros, legal review, budget approval). 5. Decision date. 6. Owners and due dates for each task. Benefits: surfaces objections early, creates urgency, aligns expectations, prevents ghosting. Update in real-time during calls. Review weekly. Red flags: prospect won't commit to dates, won't share internal tasks. Example tools: Accord, Recapped. Close rate improves 30%+ with MAPs.