Upfront Contracts Flashcards
3 reasons up-front contracts are important in prospecting
Why you’re setting up-contracts at the beginning of the call
Why are you setting up up-front contracts at the end?
What comes next?…
Why Up-front contracts (UFC)?
Assure that you and your prospect will understand before each meeting what will take place during that meeting
“No mutual mystification”
UFC’s allow…
The sales professional to maintain control during all phases of the selling process.
Five elements of UFC’s
- Purpose
- Other persons agenda and expectations
- Your agenda and expectation
- Time and Logistics
- Outcome
UFC - Purpose
Purpose: Explain why you’re having the meeting.
UFC - Other Person’s agenda and expectation
Make sure you know what the other person—the prospect if you’re in sales—wants and expects to happen in the meeting.
UFC - Your agenda and expectation
At the same time, they need to know what you want and expect out of the meeting. This should also include what information you’ll ask them for.
UFC - Time and logistics
Make sure you both know the time, length, date, and location of the meeting. Allow enough time to cover all the necessary points.
UFC - Outcome
What should happen at the end of the meeting? They should know what the clear next step is. They should also know that a “no” is okay. The outcome may be that it doesn’t make sense to continue the process.
ANOT
Appreciate you taking the time to meet with me.
Naturally, you will have questions for me.
Obviously, I will have questions for you.
Typically, this is how this process works.
UFC Example
Hello, I appreciate your taking the time to meet with me to discuss what insurance services we provide and how we might be able to help you. Naturally, you will have some questions for me, and obviously I’ll have some for you. This conversation will help determine whether or not we are a good fit for each other. I wanted you to know that it is okay to say ‘no,’ and no decisions have to be made immediately. Is that all okay with you?
