Problem: good intentions, incomplete communications and missed expectations typically create delays, misunderstandings, misinterpretations and missed closing opportunities.
So, what do we do to be better in our communication to get agreements & commitments?
We must adopt a clearly written letter/email that spells out the “expectations” for “Both Parties” regarding: What is needed and expected, as a next step!
Solution: It is the: “AS WE AGREED TO LETTER.”
(This avoids the “I think I know what is going to happen; OR…You think you know what we are going to do or, have to do next” …mind-reading or assumptions- don’t count.
The “AS WE AGREED TO LETTER” …
Brief correspondence. Used as a summary of agreed to “next steps and expectations” of BOTH parties.
It is simple but effective. It contains the “moving forward” expectations in “Bullet-points.” It has date specific deadlines or agreements…so the process DOES NOT GET STALLED.
It works extremely well in advance of your “NEXT” step/meeting/agreement.
Dear Mary,
We covered a lot of issues in our meeting today. As we agreed to, here is the recap and next steps in the process: (example below)
FOR EXAMPLE: Possible Bullet Points
- The problems (impact/consequences/$ cost) you have uncovered that the prospect NEEDS to ADDRESS or FIX
- The budget or “$$$ range” you need to stay within
- All the decision makers who will need to be involved & present
- Samples or Demo or some tangible evidence to share
- Last (but not least) the agreed to & anticipated date & time when the next meeting (with an agenda) will be held…as well as your expectation(s.)
Result: You can “control” many steps of the sales process and help eliminate misunderstandings while gaining agreed to commitments using the “AS WE AGREED TO LETTER.”
