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President's Club Sound Byte - Making Upfront Contracts Conversational

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The quality of your ROI with Sandler Training is in direct proportion to the clarity and exactness of your upfront contracts. “An Upfront Contract is a mechanism by which the salesperson and the prospect agree, before a meeting, to exactly what will take place at that meeting.” OK, it’s a mechanism (5 elements- thanks, time, mutual agendas, outcomes), and how well am I doing on every meeting with getting mutual agreement? Where could I improve? Do I just “show up” for meetings or do I really think, strategize and plan before I get there (this includes phone calls too)?       

We discussed in PC that there are 4 Upfront Contracts and they are:

  1. Pattern interrupt when making an introduction (1st time) call.
  2. If you schedule a meeting, then one needs an upfront contract as to what will take place on that future meeting.
  3. Before every meeting (phone or face to face).
  4. At the end of every meeting (get a clear future).

So, which one needs the most attention and why? What’s my success rate for having great conversations on my 1st introduction call? How’s my conversion rate from 1st call to scheduled appointments? Have I set the meeting up so well that the prospect is talking more about them, their concerns and challenges? Or, do I find myself talking about me or presenting what you do? Am I ending meetings with strong, mutually agreeable next steps? Or, do I get caught doing proposals, price quotes or offering more information than I’m receiving?

If you’re having success then keep doing what you’ve been doing. If not, then perhaps you need to spend more time listening to the Sandler audio, working with your sales coach, and reading through the workbook. Lastly, nothing beats practice and repetition. Going out on your own and applying what you’re learning. It’s through practice, risk, failure and lessons learned that one becomes better at what they do. Remember, “it takes 30 minutes a day to practice and in 10 years you become an expert.” No such thing as instant success. Practice, practice, practice and a new, better habit will replace weaker ones. 

Good selling,

Jim Dunn

Sandler Trainer

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Jim Dunn

Jim Dunn

Jim Dunn has been a regional franchise owner of Sandler Training since 1992. Dunn Enterprises' Mission is to help people and companies realize their full potential and to train and coach business professionals who believe in growth achieved through on-going reinforcement.