Have you ever been in a situation, where you have set up a meeting with a prospect, you feel confident about the quality of your product or service, your aim is to convince the prospect about this and you have scheduled 1 hour for this meeting? However, once you arrive the prospect tells you to make the meeting short, asks you a few questions about the product, takes some brochures and makes a promise to get back to you shortly. Having said that, it is clear to both of you that the prospect will not be contacting you shortly.
What went wrong?
In this scenario the prospect and the salesperson each have a different agenda for this sales meeting. Both parties have not agreed on what would they like to accomplish by the end of the meeting, what is the real purpose of this meeting, how much time will they dedicate to it and what the possible outcomes may be.
Recently we dedicated a Sales Foundation training session to one of the core elements of Sandler Selling system – an Up-Front Contract and helped our clients to understand, how laying out the ground rules for sales meetings can help them to boost their sales figures.
What is an Up-front Contract?
An Up-Front Contract is an agreement, made prior the meeting, between a sales person and the prospect, on what exactly will happen during this meeting.
The components of Up – Front Contract include:
- Agreeing on the purpose of the meeting
- Establishing what the prospect is hoping to achieve
- Sharing your objectives with the prospect
- Agreeing on a specific time (Reconfirm this upon your arrival)
- Establishing the possible outcomes
How can this help my business?
Preparing an up-front contract for a sales meeting will eliminate the prospect from providing you with vague responses and it will move selling process forward or conclude this if your organisation and prospect are not a match.
An Up-Front contract helps to eliminate any confusion and awkwardness by helping you to overcome your biggest fears prior the meeting which in turn creates a situation where two mature adults are interacting with each other.
If you would like to find out more about an Up-Front Contract and techniques to put it in place, we would be delighted to hear from you.