Up Front Contracts
What are the elements of a good Up Front Contract.
Time, Purpose, Agendas (Prospect & Mine), Outcome/Next Steps
This should always precede the reverse of a question.
What is a softening statement.
What is the main difference between prospecting and selling?
Prospecting is getting the appointment. Selling is walking a customer through your sales process.
What is Sandler's definition of Pain?
A compelling, personal, emotional reason to do business.
This is the best times to use Up Front Contracts.
At the beginning of the meeting and at the end to set up for the next meeting.
This questioning strategy give the customer options to choose from.
A menu question.
You can't fail a prospecting but, you can fail to prospect. What do you need to do to be successful.
Build a prospecting plan and stick to it. Maintain the behaviors.
What is a "clear next step"? What is not good enough?
A defined next meeting with a specific date and time along with an outlined purpose of that meeting.
Not good enough is... "Sounds great. Call me in a week."
You find yourself answering a question you should have reversed. What questioning strategy can you use?
Start/Stop.
From the books CCS principles: provide 3 ways to make more calls
Batch your calls: Schedule dedicated calling blocks (e.g., 90 minutes).
Use a power list: Pre-build a list of 20–30 prospects before starting.
Eliminate distractions: Turn off email and notifications during call blocks.
Set micro-goals: Example: 10 calls before checking messages.
Leverage call prep templates: Reduce time spent thinking about what to say.
Track conversion metrics: Gamify progress to stay motivated.
Use pattern interrupts early: Shorten conversations that go nowhere.
Practice scripts daily: Builds confidence and speed.
Automate follow-ups: Use CRM reminders to avoid manual tracking.
Celebrate small wins: Reinforces momentum and consistency.
The questions in the Sandler Pain Funnel.
Tell me more... Be more specific and give me an example, How long, what have you tried, Did it work, how much did it cost, how do you feel about that, Have you given up?
What is the biggest mistake people make with Up Front Contracts?
Not doing one.
You know the answer to a customers question but don't know why they asked it. Other than a reverse, what questioning strategy could you use?
Curiosity curve.
What do you say when a Prospect says: “Just tell me your price.”
I understand price is important, I want to make sure I get you the best pricing available. To do that can I ask few more questions.
To make sure I can get you they best pricing available, I need to know what we would have to pay for work comp, does next Tuesday work for a site assessment?
What are the three levels of pain?
Surface, business, personal
Give me an example of how to identify the ultimate decision maker in a company
Could you walk me through how purchasing decisions are typically handled at your company?
Besides yourself, who is involved in the decision-making process? How in the company would be responsible for signing the agreement?
The customer starts taking you "off track" of the original meeting purpose. What can you do to bring them back to the UFC?
Use a mini contract, allowing them to voice their ideas, before bringing it back to the purpose of this meeting.
A customer states the following: "I have never had the need to use a staffing agency. Why should I consider you?" How do you stay behind the pendulum on this statement. (Negative Reverse)
"I don't know that you should consider working with us. Why did you entertain this meeting?"
Using 3 pain points and emotional adjectives, give your best value prop statement
we help clients that are frustrated, worried, scared, uncertain etc..