Let’s take a trip back to 1989! Deion Sanders... “Prime Time” himself steps onto the field for his very first NFL game. The punt comes his way, he fumbles for a split second, then scoops it up and takes it 68 yards for a touchdown. First punt return of his career, first game, and already he’s electrified the stadium.
That one play set the tone for the kind of career Deion was going to have—bold, confident, unforgettable.
Now, you might be wondering, what does Deion Sanders have to do with sales? Pretty much everything. Because just like Deion’s debut return set the stage for his whole career, those first few moments in a sales conversation set the stage for everything that follows.
That’s where the Up-Front Contract comes in.
Why It Matters
The Up-Front Contract is a simple, repeatable tool that transforms your sales conversations. Instead of hoping a meeting goes well, you take a few minutes at the beginning to agree with your prospect on four things:
Purpose: Why we’re here
Time: How long we’ll talk
Agenda: What we’ll cover
Outcome: What decisions we’ll make together
It’s not a script or a heavy-handed process. it’s just a friendly roadmap. It takes the mystery out of the conversation and shows respect for your prospect’s time.
The Impact
When you use an Up-Front Contract, three things happen:
Everyone relaxes. You’ve eliminated the guesswork and built trust.
You gain equal business stature. You’re not chasing or begging—you’re guiding.
The conversation stays on track. Both sides know what success looks like.
It’s like starting the game with a touchdown return. You build momentum right away, and that energy carries through the rest of the meeting.
The Takeaway
So, think of the Up-Front Contract as your own “Prime Time” moment. It’s how you make a winning first impression and set the tone for a smooth, collaborative conversation—every single time.
And here’s the best part: you don’t need football gear to pull it off. Just clarity, confidence, and the willingness to set expectations up front.
If you’re curious about how to put this into practice, feel free to reach out. I’m always happy to chat and help you find your own winning kickoff moment.
