Developing up-front contracts for all sales interactions is an essential element of Sandler Training. The UFC for the first meeting is especially important because it sets the tone and direction of the meeting and potential subsequent meetings. Specifically, it defines the agenda for the meeting, the course of the conversation, and the intended outcome. The UFC should be developed and agreed to in advance of the meeting. Then, there is no “mutual mystification” about what is to take place during the meeting.
A strong UFC defines the objective for the meeting, the time element, when and for how long, the role each participant will play in meeting, the established objective, and any decisions that will be made at the conclusion of the meeting.
With a strong UFC, the meeting will proceed in a favorably predictable manner with no surprises or unfulfilled expectations from either party.
