Events Sandler for Advisors - Up Front Contracts Setting Clear Well Understood Expectations Drive Sales

Sales conversations break down when expectations are unclear. Missed next steps, ghosting, and stalled deals are rarely prospect problems—they’re the result of a missing or weak Up-Front Contract.

In Up-Front Contracts: Setting Clear Expectations and Control, participants learn how to establish mutual agreement at every stage of the sales process. This session focuses on how to set clear agendas, define outcomes, confirm time, and agree on next steps—before the conversation begins.

The Up-Front Contract is not about control through authority; it’s about creating safety and clarity for both parties. When done correctly, it lowers resistance, increases trust, and prevents misunderstandings that derail deals later in the process.

Participants will practice how to confidently introduce and maintain Up-Front Contracts in discovery meetings, follow-ups, presentations, and even internal conversations. Special emphasis is placed on how Up-Front Contracts protect against common issues such as prospects withholding information, avoiding decisions, or changing expectations midstream.