5 Elements of an Upfront Contract
The initial contract is a crucial element when using the Sandler sales system. Signing a contract and sticking to it gives the sales professional the opportunity to control the sales process and focus on the specific needs of the potential customer. With an initial contract for each meeting or interaction, sales professionals can eliminate the element of surprise from the sales process. In order to improve our use of the prior agreement, you should understand that we sometimes find ourselves in a situation where we determine the result element of the prior agreement a little later. That`s fine, which makes him more talkative instead of spitting out all the elements at the beginning of the meeting. Advance contract step D A S H B O A R D F O R T H E MAKE AN ADVANCE CONTRACT. ELEMENTS OF A | EX ANTE No mutual mystification. | No shady terms| You can`t blame potential customers for doing something you didn`t tell them they couldn`t do | You can`t lose what you haven`t | A solid initial contract gives you the opportunity to manage your biggest fears in advance. | A solid initial contract ensures that there is no interruption during your sales discussions.
| A solid initial contract requires that a decision be made at each interim meeting. 1. Purpose of the meeting 2. Time consideration 3. Agenda and expectations of the prospect 4. Agenda and expectations of the seller 5. Result/Next Steps RESULTS OF AN ANOTT SALES CALL Appreciation Of course obviously typical time UFC SAMPLE USING ANOT: « I appreciate that you take the time to meet me for discuss______. Do you have 45 minutes left? Of course, you have questions for me like ___, _____ and _____. Are there any other questions you might want to answer? Of course, I will also have a few questions for you, such as _____, _____ and _____.
Can I ask them? Normally, at the end of our time together, we should be able to decide together whether it makes sense to take the next step or not. Does it work for you? » RESULT: YES / Clear | future-proof NO | Lesson Learned| Recommendation Where to use a UFC? On the phone with the interested party before the first meeting. Whenever you have a meeting with the potential client. Each time you start one of the steps of the Sandler system. At the end of a sale to discuss complementary business, future offers and recommendations. At the end of each meeting. No TIO aka Think It Overs. Stop wasting time on offers that follow you and may never be closed. Qualify or disqualify the potential customer. Complete the sale. No courage. No profit.
Sandler training. Ermine Amies increases your sales| Sales training and | | coaching management training training | training recruitment| sales performance| Norwich | norfolk | Ipswich | suffolk | Cambridgeshire| of East Anglia United Kingdom | www.anglia.sandler.com | @Sandler_Ermine | www.linkedin.com/in/ermineamies | After the introductory interview, an initial interest for the interested party was identified. You and the client want to continue the discussions by scheduling a longer meeting or phone call. To conduct the meeting effectively, the seller must set up a pre-contract at the beginning of each interaction. Establishing a solid initial contract comes from two different areas – with all the elements as well as the ability to deliver them into the conversation. Once the mutual preliminary agreement has been established, the framework of the meeting is ready and the discussion can move on to the central topics of the meeting – > Of course, it is about asking open-ended questions and listening with a ratio of 30-70 (more about this in another post…). For review, the elements of an initial contract are as follows: for the purposes of this example, we discuss the initial contract during an initial meeting with a potential customer. I will discuss other approaches and best practices at different stages of the sales cycle, such as.B. initial contact, prospecting, qualification, negotiations, closing, post-sales, relationship management and others. There are a variety of things that a sales professional needs to consider in order to be effective and results-oriented in their work. The preliminary contract remains only a small part of the whole process and should be considered as practical advice. Have you tried using the initial contract approach in your work? – The initial contract is a term coined by Sandler Training and it is definitely worth getting acquainted with if you found the topic of this article interesting.
A good sales call depends on what we at Sandler Training call an initial contract. If you`re not familiar with the term, an initial agreement is an agreement made in advance about what will happen during a meeting or discussion – an agreement that clarifies the role each person will play in the conversation. In the world of inbound sales, this contract takes place in seconds. For 101 initial contracts, if we can remember to reconfirm the time and ask what the prospect wants to make sure we cover, that`s a good start. When we ask a potential customer what they want to discuss, they can often start talking and not stop for a while. Two things to avoid here – DO NOT try to solve their problems and DO NOT try to terminate the original contract immediately. An initial contract allows you to win half the battle in the first few seconds of the conversation. No ulterior motives please. Be ahead of what you want to discuss and you will gain enormous credibility with the customer.
You know you`re trying to sell it to them, so it doesn`t make sense to hide it. But it can also be helpful for them to know that you don`t really expect them to make decisions this time around. In addition to eliminating unpleasant surprises, a UFC allows sales professionals to maintain control at every aspect and stage of the sales process. It is common knowledge that taking control during the sales process is critical to the success of sales professionals. If they can`t take control or lose control during the process by letting prospects or customers take the reins (paving the way for the introduction of unexpected elements), it becomes difficult, if not impossible, to effectively follow the Sandler method to close the sale. Take the time to draft your initial contract as part of your pre-call plan, this practice will help you familiarize yourself with the words and schedule to get the most out of your initial contract and get you involved during the meeting in your system. The initial contract gives your potential customer the opportunity to continue the sales conversation or leave. Be sure to tell the buyer that if they don`t like what they hear, it`s perfectly okay to say « no. » You will accept the answer and leave. In addition to eliminating unpleasant surprises, the use of a UFC allows the sales professional to keep control at all stages of the sales process. Control of the sales process is critical to the success of a sales professional. When this control is lost by allowing the customer to orchestrate meetings or introduce unexpected elements, it is difficult, if not impossible, to effectively follow the Sandler method and close the sale.
When a CFU is established, the sales professional can confidently manage interactions with customers and keep the sales process on track. For those of you who know Sandler, you may have noticed that there was a process when you started using the initial contract. This process may have started with the feeling that it seemed « promotional to sales » and artificial. Then, as you begin to better understand and practice, you may have discovered that it`s a tool that makes you wonder how you were able to sell WITHOUT initial contracts. Giving your potential customer the opportunity to hang up can be the most important part of the initial contract. If you do not explicitly accept this possibility, this strategy will not work with clear and easy-to-understand words, because the caller will not feel in control of the call. Once you`ve put everything in place, an initial contract looks like this. To understand why the original contract is so important, remember that only one person can lead the discussion: the buyer or the seller. .