Are your sales calls turning into a game of cat and mouse? Do you and your prospects constantly find yourselves vying for control, with no clear understanding of what comes next? It's frustrating, right? You leave the meeting feeling confident, only to realize later that your prospect was just playing along to get free info.
But fear not! There's a tactic we use here at Sandler Training to cut through the nonsense and get straight to the point. It's called the Up-Front Contract (UFC), and it's a game-changer for any meaningful conversation.
Here's how it works:
Confirmation: Make sure the person you're talking to is ready to give you their full attention. Simple courtesy goes a long way here.
Acknowledgment: Show some love to your prospect by acknowledging their importance, even if it's just by their title. It builds rapport and shows them you value their time.
Questioning: Dive deep into understanding what makes your prospect tick. Ask thoughtful questions and really listen to their answers.
Understanding Client Expectations: Get crystal clear on what your prospect hopes to achieve. Misaligned expectations can lead to confusion down the line, so make sure you're on the same page.
Communication is key in any interaction, whether it's with your boss, a client, or even your spouse. So why not give the UFC strategy a try? It might just change the game for you. 🚀
If you want to learn more or have any questions, don't hesitate to reach out to one of our team members! We're here to help.
Scott Bliss
President | Maximum Performance Management, LLC Scott's mission is to help sales leaders and other business professionals improve performance as they lead, communicate and sell more effectively and persuasively. Contact him at scott.biss@sandler.com or 732-255-6672.
