Heritage Tools · Working worksheet · GP03

The Next Decision Map

By Reetika Gupta and Varun Mahajan

What happens after the proposal?

Use one recent example. Record evidence, leave unknowns blank and choose a small next action. Keep names and private records in your own systems.

1. Recent stalled opportunity (use private reference)
2. Buyer’s current problem in their words
3. Desired result and previous attempts
4. Decision the buyer must make
5. People needed for that decision
6. Evidence required
7. Mutually agreed next action
8. Action owner and actual agreed date
9. Delivery handoff if scope is accepted

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A CRM routine cannot create a buying need or commitment that does not exist. The buyer may have a sound reason to wait or decline. If there is no relevant problem or mutually useful next step, close the loop respectfully instead of inventing urgency or keeping a fictional forecast.

Next written worksheet: GP04