Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

THE ACTION AGENDAPeter Thomson

1

M105

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Benefits of the Action Agenda

• Stand out from the crowd• Take control of time• Increase your conversions • Increase your referrals• Awareness of who has power• Keep the meeting on track• Smooth conclusions

2

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

How it works

3

6 Stage Process of Selling The Agenda

1. OpenBackground Company Diagram

2. Gather Current Situation

3. Present Possible Solutions

4. Adjust Anything Else

5. ConcludeDate of Next Meeting OR The Way Forward

6. Follow The Action Plan

Client Suggestions

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Open

• Launch into prepared opening, followed by:

“I’ve been thinking about our meeting and prepared an agenda … is there anything you’d like to add?”

• This makes you look professional, different and in control – unlike many other sales people.

Remember to take notes throughout the meeting.

4

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Background

• It will enable you to start to build rapport. Ask: “So tell me John, how did you get involved in this business?”Learn about how he makes decisions, what’s important to him, where his focus lies and other facets of his character/language pattern.

• This is NOT the time to start presenting your product/ service.

5

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

6

Company Diagram

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

7

Company Diagram

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Current Situation

• Gather information that clearly indicates the problem (financial/ emotional) that you can solve for your client.

“It’s easier to sell the avoidance of pain rather than the gaining of pleasure.”

• The focus must be on the client’s problem, not what the client wants.

“The push motivation of problems is the catalyst for the continuation of action.”

8

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Anything Else

“Is there anything else I can help you with today?”

• A prompt to help you and your client remember to cover anything else. Agenda Items 9 & 10 may be filled in at this stage.

9

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Way Forward OR Next Meeting Date• Use one or the other depending on your

line of business.• Agree on the details of the order and

decide on the actions to take, or agree the date of the next meeting and final proposal.

10

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

The Action Plan

• Use the action plan to record what actions you and your client will take.

• The customer is likely to follow suit. If they do not then suggest that they record their actions or, in a follow up proposal, confirm for them the actions they agreed to take.

11

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Summary

• Create a generic agenda in either your word processing or presentation software.

• If you send the Agenda in advance of the meeting then you may stumble over the building of rapport with your customer. 

• Test and record the increased results you experience by using the planned agenda.

12

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

THE ACTION AGENDATHIS PRESENTATION IS PROTECTED BY COPYRIGHT. IF YOU WOULD LIKE TO USE OR SHARE IT OUTSIDE THE RIPPLE EFFECT TRAINING PROGRAMME PLEASE SPEAK TO US FIRST.

Peter Thomson

13