Up Front Contracts
What are the elements of a good Up Front Contract? Role play a Up Front Contract with a new prospect in your first discovery call.
Time, Purpose, Agendas (Prospect & Mine), Outcome/Next Steps
This should always precede the reverse of a question. Give examples of this in a role play.
What is a softening statement.
What is the main difference between prospecting and selling? How much time do you carve out of your week for prospecting activities?
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.
Positive affirmation is EXTREMELY important in sales. Give some examples of these types of statements.
I am a money magnet.
I will find new customers to work with today.
The problems customers have stop when they meet me as I have the solutions.
This is the best times to use Up Front Contracts. Role play an Up Front Contract at the end of a meeting to set yourself up for your next conversation/meeting.
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. Role play what that sounds like.
A menu question.
Sandler Rule: You can't fail a prospecting but, you can fail to prospect. What do you need in place to be to be successful in sales.
Build a prospecting plan and stick to it. Maintain the behaviors.
A prospect says the following "We are happy with our current vendor." How do you get the prospect to give you an indication of some pain? Role play that situation.
Have them discuss what is liked and then transition to what could be better.
or
Use your 30 second commercial to outline pain points and see if any hit home.
How do you avoid looking like you are just "making the rounds" on a drop? What can you say to make the customer feel like you were more intentional in stopping in to see them? Role play that conversation.
"I was thinking of you and your business the other day. I made this trip to see you to deliver something I think could help you."
What is a "clear next step"? What is not good enough? Role play what it sounds like to suggest a next step vs. ask what a next step should be.
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? Role play that situation.
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. Role play walking a person through those questions.
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 difference between empathy and sympathy? Role play the difference in how you might react to a prospect/customers difficult situation.
Sympathy is feeling compassion or sorrow for another's misfortune (feeling for someone), while empathy is understanding and sharing the emotions of another (feeling with someone).
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 rates or price.” Role play that scenario.
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 and which is the most important.
Surface, business, personal
Give me an example of how to identify the ultimate decision maker in a company. Role play that conversation.
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? Role play what that sounds like.
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?" Role play how 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. Deliver that to a prospect or customer.
we help clients that are frustrated, worried, scared, uncertain etc..
What is the best way to uncover a prospects pain points? Role play what that might sound like.
Solid UFC, good 30 second commercial, solid questions to dig into their pain (i.e. pain funnel).
Getting to a "NO" is often just as important as getting a "Yes". Role play the concept of "Going hard on the NO" to set up for equal business stature.
I might find that you're just not a good fit for my products or services. If I do, can I save you some time and just tell you that?
Likewise, if you determine we are not a good fit, are you willing to tell me?