Lunch & Learn Workshop: Using Up-Front Contracts to Control the Sales Process
sandwiches & beverages included first 15-20 minutes is for networking Frequently in a sales meeting, the sales person and the prospect are unsure what either party expects. Their meeting agendas and expectations are often at odds. Consequently, both are off to a bad start … with each second-guessing the other. Lacking agreement on direction and purpose, the meeting concludes without any clear decisions regarding next steps. By failing to take control from the outset, the sales person laments the time and effort wasted.
All too often, this scenario is familiar. However, an UP-FRONT CONTRACT helps a sales person avoid this pitfall, as well as other missteps that commonly occur in the sales process. When the Up-Front Contract is properly applied:
- The sales person and prospect agree to establish ground rules on what will happen next before moving forward in any endeavor, thereby eliminating surprises that may surface later.
- Misunderstandings are avoided, including the rhetoric and posturing that frequently take place in a 'buyer-seller dance".
- Both parties agree to clarify what they say to each other in order to eliminate confusion, assumptions, and misinterpretations.
This informative workshop will discuss:
1) Why and how prospects mislead sales people to take control of the 'buyer-seller dance". 2) Why the Up-Front Contract should be used by sales people to counter what occurs in 1). 3) The components that make up the Up-Front Contract. 4) The reasons for using the Up-Front Contract. 5) The Up-Front Contract as an integral step within the overall Sandler Selling System.
The American Chamber of Commerce in HK 1904 Bank of America Tower 12 Harcourt Road Central, Hong Kong