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Women's Development Council (WDC) Message Board › This Wednesday, Learn about how an "Upfront Contract" can benefit

This Wednesday, Learn about how an "Upfront Contract" can benefit your business presented by the NMBWN

Brenda R.
user 11319322
Longmont, CO
You’ve finally obtained the appointment.  You arrive at the appointment on time. But before you can ask your first question, the prospect demands, “OK, show me what you’ve got.”

Or, perhaps you invest time and energy gathering information, working up prices and putting together your presentation. You believe that you are going to get the sale. Instead, you leave with nothing more than the prospect’s promise to give your presentation some “careful thought.”

Unfortunately, the above scenarios are all too common for many salespeople. If your expectation about a meeting is different than the prospect’s, it’s a sure bet that someone (you) will leave the meeting with feelings of frustration and disappointment.

Miscommunication can cost you time and even the sale. Opportunities that become stalled can drain resources. Therefore, each sale interaction, whether face-to-face or via the phone, needs to be focused on a mutually-agreed-to objective with both you and your prospect working towards a mutually beneficial outcome that drives the process forward. Also known as the Up-Front Contract.

Please join us with Ed Kerr, a Sandler’s Sales Trainer, as he walks us through the Up-Front Contract process and how to incorporate the Up-Front Contract so you can have much more efficient and successful meetings.
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