Up-Front Contract Step D 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 | No mutual mystification. | No wishy-washy terms | You can’t blame prospects for doing something that you didn’t tell them they couldn’t do | You can’t lose what you don’t have | A strong up-front contract gives you the opportunity to deal with your biggest fears up front. | A strong up-front contract guarantees no interruptions during your sales calls. | 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 ANOTT Appreciation Naturally Obviously Typically Time 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?” OUTCOME: YES/ Clear Future | NO | Lesson Learned | Referral Where do you use an UFC? On the phone with the prospect prior to the first meeting. Any time you are going to have a meeting with the prospect. Any time you are beginning one of the steps in the Sandler System. At the conclusion of a sale, to discuss add-on business, future business, and referrals. At the conclusion of every meeting. No TIO aka Think It Overs. Stop wasting time with business you are chasing that may never close. Qualify or Disqualify the Prospect. Close the Sale. No Guts. No Gain. Sandler Training. Ermine Amies Increase Your Sales | Sales Training & Coaching | Management Training | Recruitment Training | Sales Performance | Norwich | Norfolk | Ipswich | Suffolk | Cambridgeshire | East Anglia | UK | www.anglia.sandler.com | @Sandler_Ermine | www.linkedin.com/in/ermineamies |

1. Up-Front Contract Step
D 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 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
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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