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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

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