Time
Purpose
Client Expectations
Your expectations/Process
Next Steps/Outcomes
100
The first step in confirming the time element of the Upfront Contract.
What is Thanking them for the invite?
100
client not sure why you've called
What is a sign you've not stated the purpose?
100
Glenn's piece he's presented before.
What is a meeting agenda?
100
You want...
What is a buyer, advocate, sale, client, etc.?
100
This happens when.
What is from the beginning?
200
Second step in the Time element
What is confirming how much time this meeting will be?
200
-Example of purpose
What are find out what needs may exist, find out why the prospect invited you, find out if there is a fit, etc.?
200
Asking the client what would make the meeting a definable success to them.
What is a great way to bring out their expectations?
200
Setting your expectations creates... (a five letter word)
What is Order?
200
The next steps can be the time to outline your/the...
What is the process?
300
How to make certain there are no interruptions during your time together.
What is mentioning that you'll check your phone ringer to make certain it is off?
300
Something the prospect can do to derail the purpose.
What are -change it, expect you to "show" them a presentation, show there is no fit, etc.?
300
Allow the client to express a no.
What is giving them an "out" so that they can save face if there is no fit?
300
What you want to avoid by setting your expectations.
What is the think about it?
300
Giving the client homework allows them to...
What is to become engaged, part of the solution, a catalysts, etc?
400
The media you use to confirm the time element.
What are email, phone conversation, or personal conversation?
400
No Purpose leads to...
What are fear, senselessness, aimlessness, silliness?
400
Your reaction if the client say's they expect nothing to come of your call.
What is ask a question?
400
Setting your expectations allows the client to...
What are have less fear, follow a process, say no or yes, etc?
400
Outcomes determine.
What is where to go from here, eliminate guess work, establish continuation?
500
How a prospect/client feels when you follow these time element steps.
What is respected?
500
Establishing the purpose sets the...
What is the agenda?
500
Asking the client what they would like as an outcome helps you...
What is proceed, close, customize a presentation, etc.?
500
Examples you client likes you now.
What are asks you to proceed with your questions, answers questions conversationally, unfolds hands, visibly relaxes, etc?
500
You receive this just reward if you don't develop Upfront Contracts. (two words)
What is Mutual Mystification?
M
e
n
u