Up-Front Contracts Dashboard - Sandler Foundations
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Up-Front Contract Step DASHBOARD FOR THE MAKE AN UP-FRONT CONTRACT… ELEMENTS OF AN UP-FRONT CONTRACT e No mutual mystification. e No wishy-washy terms. e You can’t blame prospects for doing something that you didn’t tell them they couldn’t do. e You can’t lose what you don’t have. e A strong up-front contract gives you the opportunity to deal with your big- gest fears up front. e A strong up-front contract guarantees no interruptions during your sales calls. e A strong up-front contract requires that a decision be made at each intermediate meeting. 1. Purpose of the meeting 2. Time consideration 3. Prospect’s agenda and expectations 4. Salesperson’s agenda and expectations 5. Outcome/ next steps OUTCOMES OF A SALES CALL © 2015 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc. www.sandler.com ANOT Appreciation Naturally Obviously Typically SAMPLE UFC USING ANOT: “I appreciate you taking some time to meet with me to discuss______. Do you still have 45 minutes? Naturally you will have questions for me such as _____, _____ and _____. Are there any other questions you might want to cover? Obviously, I too will have some questions for you, such as _____, _____ and _____. Is it OK for me to ask those? Typically at the end of our time together we should be able to decide together if it makes sense to go to the next step or not. Does that work for you?” YES Clear Future NO Lesson Learned/ Referral 7 On the phone with the prospect prior to the first meeting. 7 Any time you are going to have a meeting with the prospect. 7 Any time you are beginning one of the steps in the Sandler System. 7 At the conclusion of a sale, to discuss add-on business, future business, and referrals. 7 At the conclusion of every meeting. No TIO
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Transcript of Up-Front Contracts Dashboard - Sandler Foundations
Up-Front Contract StepD A S H B O A R D F O R T H E
MAKE AN UP-FRONT CONTRACT…ELEMENTS OF AN UP-FRONT CONTRACT
e No mutual mystification.e No wishy-washy terms.e You can’t blame prospects for doing something that you didn’t tell them
they couldn’t do.e You can’t lose what you don’t have.e A strong up-front contract gives you the opportunity to deal with your big-
gest fears up front.e A strong up-front contract guarantees no interruptions during your sales calls.e A strong up-front contract requires that a decision be made at each
intermediate meeting.
1. Purpose of the meeting2. Time consideration3. Prospect’s agenda and
expectations4. Salesperson’s agenda
and expectations5. Outcome/
next steps
OUTCOMES OF A SALES CALL
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ANOTAppreciation
Naturally
Obviously
Typically
SAMPLE UFC USING ANOT:“I appreciate you taking some time to meet with me to discuss______. Do you still have 45 minutes? Naturally you will have questions for me such as _____, _____ and _____. Are there any other questions you might want to cover? Obviously, I too will have some questions for you, such as _____, _____ and _____. Is it OK for me to ask those? Typically at the end of our time together we should be able to decide together if it makes sense to go to the next step or not. Does that work for you?”
YESClear
Future
NOLesson Learned/
Referral
7 On the phone with the prospect prior to the first meeting.
7 Any time you are going to have a meeting with the prospect.
7 Any time you are beginning one of the steps in the Sandler System.
7 At the conclusion of a sale, to discuss add-on business, future business, and referrals.
7 At the conclusion of every meeting.
No TIO
