This document outlines an agenda for a workshop and panel discussion on setting up front contracts (UFCs) in business relationships and sales interactions. The workshop portion from 9-10 am will provide an interactive training session on addressing common challenges. From 10-11 am, a panel of professionals will discuss applying UFCs in their work and answer questions from the audience. The workshop teaches that UFCs define the purpose, expectations, time frame, and desired outcomes for each interaction in order to avoid misunderstandings and ensure progress is made.

1. SELLIN
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2. SELLING SMART WORKSHOP: FORMAT
Workshop 9 – 10 am:
• Interactive Training Session
• Addressing Common Challenges
Panel Q & A 10 – 11 am
• Application
• Specific challenges in your business
• Anything

3. SELLING SMART BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

4. SELLING SMART PANEL:
Carolynn O’Connor–
XelaPack
Rafe Juarez–
NetEnrich
Joe Marr –
Sandler Training Ann Arbor

5. SELLING SMART WORKSHOP TODAY:
SETTING GROUND RULES FOR HEALTHY
BUSINESS RELATIONSHIPS
Workshop : A skill to help a sales person
to gain more momentum in sales
situations through verbally setting up
front contracts for each interaction
Panel Q & A : How UFC’s work, real-world

6. DEFINITION OF AN UP FRONT CONTRACT:
Agreement between a Salesperson and a
Prospect or Client about what will take
place before an interaction.
No mutual mystification!

7. THE FIVE ELEMENTS OF A UFC
Purpose
Their Agenda and Expectations
My Agenda and Expectations
Time
Outcome
“No is OK”, Yes means…

8. ……my greatest fear…my greatest fear…

9. THE TERMS OF A UFC
Both you and the prospect must agree!
At every interaction – before it takes
place.
Ask yourself two questions:
1.What happens next?
2.What would they say happens next?

10. WHEN SHOULD YOU MAKE A UFC?
On the phone , prior to a first meeting
Anytime you’re going to have a meeting
Prior to another step
Conclusion of sale
Conclusion of every meeting
= EVERY INTERACTION

11. SHOULD YOU REVIEW AN UFC?
Always Review UFC Before a Meeting - - They
May Not Remember!
Example of an UFC Review

12. DANGERS WITH NO UFC:
Free Consulting
They Ask All of The Questions
Don’t Allow You to Discover Needs
LONGER SALES CYCLES***
UFC Avoids these traps!

13. RULES
A strong UFC gives you the opportunity to deal
with your biggest fears up front.
A strong UFC guarantees no interruptions during
your sales call.
A strong UFC requires that a decision be made at
each intermediate meeting.

14. EXERCISE
1. Complete the UFC Outline – 5 minutes
Your next sales call
Client meeting
Interdepartmental meeting
2. Pair-off, brief partner
3. Set up-front contract w/partner-3
minutes
4. Partner provide feedback, help refine

15. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle

16. QUESTIONS FOR THE PANEL
On break take a moment to write
questions for the panel about:
• The workshop
• The panelists application of tactics
• Specific challenges in your business
• Anything

17. SELLING SMART BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

18. SELLING SMART WORKSHOP SERIES
NOVEMBER 6, 2013 9-11 am
Working Well with Annoying People
How to quickly identify personality
styles and simple ways to adapt to
make more productive interactions
with EVERYONE

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