Thomas Niesen says, “A great sales call depends on what we at Sandler Training call an up-front contract. If you’re not familiar with the term, an up-front contract is an agreement, made ahead of time, about what will take place during a meeting or discussion — an agreement that clarifies what each person’s role in the conversation will be. In the inbound selling world, this contract unfolds in seconds.

Up-Front Contracts

To understand why the upfront contract is so essential, remember only one person can lead the discussion: The buyer or the seller. Obviously, you want to be the one leading the dance. The up-front contract is what allows you to do that.

To use the technique successfully, follow these three simple steps.

1) Show Appreciation and Set a Time Limit

Thank the inbound caller for his time and say how long you expect this call to take. Buyers will become irritated if they expect a five-minute discussion, only to realize it’s going to take far longer. Have you ever gotten one of those emails asking you to do a survey that will “only take a few minutes of your time,” and then abandoned it around question #48? That’s not how you want the prospect to feel”.

The 15-Second Intro That’ll Make Your Sales Conversations 10X More Successful

HubSpot

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