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If you think of selling as a game, then why shouldn’t you
use up-front contracts? Every other sport does.
Before a baseball game, the
umpire calls the managers from the opposing teams to home plate
and they discuss the rules of baseball. They agree on what’s
foul and fair, what makes a home run, and they review any
unusual circumstances about the ballpark.
So later, during the game, if a
batter hits a ball behind the catcher, up over the screen and
into the crowd, there’s no argument that it’s a foul ball. And,
when the batter hits the ball over the fence between the left
and right outfield foul posts, there’s no argument that it’s a
home run. Imagine the confusion, however, had the managers and
the umpire not agreed, up front, about the rules of the game.
Why don’t
salespeople take the same approach? What could be more honest
than to establish a set of rules at the beginning of interacting
with a prospect? An up-front contract, or better yet, a series
of up-front contracts, will save time for both you and the
prospect, and help you make more money in sales without
offending anyone.
By always arriving at an agreement up front, you
and the prospect can avoid misunderstandings, as well as the
rhetoric and posturing that often occurs during the selling
dance.
An up-front contract improves communications and
greatly enhances the profession of selling. I urge you to begin
using this technique today!
© Sandler Systems, Inc. All rights reserved.
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