The upfront contract is a helpful part of sales, that many people don’t really think about. A typical example of an upfront contract may go something like, “I’m glad we could get together. Before we start, I’d like to say that I will keep this meeting very conversational, I’m not going to try to sell you anything, and at the end of our conversation, we can either move on to the next step, or we may decide that we aren’t the best fit for each other. Does that sound good to you?”<\/p>\n
There are several reasons why this is beneficial. First, it gives the prospect an idea of how the meeting will flow. It makes the meeting much more productive if both parties understand the exact goals of the meeting. Second, it allows for a more trusting and friendly conversation. This is because the salesperson is very transparent and forward with sharing his ideas, which allows the prospect to feel comfortable talking to him. Third, it states the possible outcomes of the meeting. This seems like a minor detail at first, but when you really stop to think about it, it reveals itself to be a very valuable step. Without the upfront contract, the prospect is assuming that you are going to do everything in your power to obtain the one outcome of a successful sale. This frequently shuts the prospect down, making it more difficult to obtain the information you need to have a meaningful sales conversation, but it also can make the client uncomfortable if they want to say no. When you open up the possibility of the conversation ending in a no, they feel more comfortable during the conversation, and if they decide that the answer will be no, they feel comfortable being honest about it.<\/p>\n
In conclusion, the upfront contract is beneficial to the salesperson, because it makes the prospect more comfortable and forthright in the conversation.<\/p>\n","protected":false},"excerpt":{"rendered":"
The upfront contract is a helpful part of sales, that many people don’t really think about. A typical example of an upfront contract may go something like, “I’m glad we could get together. Before we start, I’d like to say that I will keep this meeting very conversational, I’m not going to try to sell […]<\/p>\n","protected":false},"author":3229,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14287","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14287","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3229"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14287"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14287\/revisions"}],"predecessor-version":[{"id":14288,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14287\/revisions\/14288"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14287"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14287"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14287"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}