Lushin Author

Upfront Contract


Step two in the Sandler Selling System is about establishing roles and ground rules to create a comfortable environment. It is the time to sit down and discuss what it is that the salesperson and prospect are working towards and what it is that needs to be covered. The three vitals parts to an upfront contract are time, agenda and outcomes. Following these three components will ensure that both the salesperson and prospect are on the same page and are making great use of each other's time. 

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Categories: Training, Selling, Sandler, Upfront Contract