The Steps of MP 4: Implement Agreement

You are now ready to conduct MP 4: Implement Agreement. (See Exhibit 7-9.) Its purpose is to set up the contractual relationships necessary to start the sale. It has two steps.

Exhibit 7-9: MP 4— Implement Agreement.

Step One: Deal

Verify customers are ready to implement your proposals. Use the momentum that has been building as a direct result of the three Measurable Phase Changes previously obtained. Confidently and directly, ask customers to use your solutions to achieve their goals. You do not need trial and assumptive closes after showing how your features achieve the measurable benefits and requirements of their conditional commitments.

Step Two: Logistics

Reassure customers that their purchasing decisions are well thought out and will achieve their goals. Then, explain what you need to start. Have the necessary paperwork ready to sign. It demonstrates your confidence that you and the customers already had a tacit agreement on what was required to conduct business. After receiving MPC 2: Potential Confirmed, but before your presentation, provide customers with a blank contract so that they can review terms and conditions. Do not let paperwork become an issue during MPC 4, especially if company lawyers need to review documents. Furthermore, you never know what will happen when support people review contracts with big numbers on them that they feel do not directly benefit them.