Sales Process – Setting an Up Front Agreement
With a nod to Sandler Training, part of your sales process MUST be the use of Up Front Agreements. This is an agreement as to what will take place during a meeting. Not necessarily a written document, but rather a verbal agreement with a prospect, no matter what stage of the sales process you are in. This is not what we hope, wish, or think will happen.
Why Develop Strong Up Front Agreements?
· A strong up-front agreement allows for enough time
· A strong up-front agreement makes sure there are no interruptions
· A strong up-front agreement establishes an agenda for the meeting
· It gives both the prospect and you the opportunity to ask questions
· A strong up-front agreement gives the prospect the opportunity to say ‘yes’ if there is a fit
· A strong up -front agreement gives both the prospect and you the opportunity to say ‘no’ if there isn’t a fit
· A strong up-front agreement provides that each sales call has an end result
· A strong up-front agreement requires that a decision be made at each intermediate meeting
· A strong up-front agreement gives you the opportunity to deal with your biggest fears up-front
3 Components of an Up Front Agreement
Time … Content … Outcome
• Confirm time
• Permission to ask questions
• Permission to say no
• What yes looks like
• No “think it overs”
The Five C’s of Up Front Agreements
• Make people Comfortable
• Eliminate Confusion about what’s going to take place
• Ensure a Commitment by all parties involved
• Provide for Closure
• Establish methods for Continuation
Learn more about Sandler Training methods at www.sandler.com
With a nod to Sandler Training, part of your sales process MUST be the use of Up Front Agreements. This is an agreement as to what will take place during a meeting. Not necessarily a written document, but rather a verbal agreement with a prospect, no matter what stage of the sales process you are in. This is not what we hope, wish, or think will happen.
Why Develop Strong Up Front Agreements?
· A strong up-front agreement allows for enough time
· A strong up-front agreement makes sure there are no interruptions
· A strong up-front agreement establishes an agenda for the meeting
· It gives both the prospect and you the opportunity to ask questions
· A strong up-front agreement gives the prospect the opportunity to say ‘yes’ if there is a fit
· A strong up -front agreement gives both the prospect and you the opportunity to say ‘no’ if there isn’t a fit
· A strong up-front agreement provides that each sales call has an end result
· A strong up-front agreement requires that a decision be made at each intermediate meeting
· A strong up-front agreement gives you the opportunity to deal with your biggest fears up-front
3 Components of an Up Front Agreement
Time … Content … Outcome
• Confirm time
• Permission to ask questions
• Permission to say no
• What yes looks like
• No “think it overs”
The Five C’s of Up Front Agreements
• Make people Comfortable
• Eliminate Confusion about what’s going to take place
• Ensure a Commitment by all parties involved
• Provide for Closure
• Establish methods for Continuation
Learn more about Sandler Training methods at www.sandler.com