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2.SANDLER UP FRONT CONTRACT :fire: : SLIDE PRESENTAZIONE 11AGOSTO2020…
2.SANDLER
UP FRONT CONTRACT :fire:
:
.
RIGHT MINDSET :star:
1) I HAVE THE RIGHT OF CLARITY
2) I HAVE THE RIGHT TO CONTROLL THE SALES PROCESS
3) EQUAL BUSINESS STATURE
KEY ELEMENTS OF
UP FRONT CONTRACT
1) PORPOUSE OF THE MEETING
2) TIME ALLOCATION
3) AGENDA
MY
ASK PERMISSION FOR QUESTIONS
"share information in order to understand if there is a good fit between us"
"What i would like to accomplish Today..."
THEIR
"What you need from me for having a good meeting in your opinion".....
"in a perfect World, what you want to achieve with this meeting ? "
4) OUTCOME
Typically When we're done, we will decide if we have anything more to talk about or not and
COULD BE
YES
"Clarify what
YES
means"
YOU
can tell me
"Think About It"
Very Often is a polite no...please tell me NO
YOU
can tell me
"NO"
"is ok, You Will not hurt my feelings"
ASK FOR REFERRAL INTRODUCTION
"Do you Know Someone that we value a conversation with me for what i do ?"
I
can Tell you
"NO"
"I respect your time"
ASK FOR REFERRAL INTRODUCTION
"Do you Know Someone that we value a conversation with me for what i do ?"
per video conferenze chiedere conferma check tecnico
UP-FRONT CONTRACT USING
ANOT
A
I appreciate your invitation to meet me about your needs
N
Naturally you will have some questions for me
O
Obviously, I will need to ask you some questions as well
T
TYPICALLY, the way this will go is
.