I thought this was an interesting topic we discussed in class because i watched my dad do it all the time without even noticing even noticing its value. an upfront contract is a verbal agreement before a meeting or presentation about what you are going to discuss during that time. my dad would put time frames and objectives in his “pre-meeting call” to hopefully remain on task and reach both parties goals. simple statements like “I need to be out in 30 minutes” would set urgency into the meeting and help attain goals.
Using upfront contracts can help with all of these topics
Time
- setting a time limit will increase efficiency and getting answers will happen much faster than an open time slot. sales situations that involve making a decision can run very long waiting for both parties to have “meeting of the minds”
Energy
- Both parties don’t want to waste energy dancing around real questions. energy can be saved by establishing talking points before hand. either party can refer to this verbal agreement to refocus conversation and meet an end.
Yes and No
- the reality is that in every sales situation both parties are either getting or giving a yes or no. yes and no are the decision points for further meeting. setting upfront contracts gives both parties time to make up a predetermined answer before hand. this makes the yes an no process much easier
upfront contracts are a very useful tool in the sales process!
BoweryJE22