During my time being trained by Sandler training I learned a number of principles that have proven effective at work and in my personal life. Sandler introduced me to the concept of an "Upfront Contract" which clarifies expectations, provides accountability, keeps meetings on track & provides for actionable steps for everyone involved. Wouldn't it be great to conclude a meeting with a client where they have agreed upfront that they will be expected to provide an answer rather than stalling?
The elements of an Upfront Contract are established before any meeting starts. They identify the purpose of the meeting, the time allotted for the meeting and an agreement not to be interrupted. Next the agenda is identified. Here is what I hope to cover. Tell me about what you would like to discuss as well. Take notes to stick to the most important topics that have been identified. Finally, what are the potential outcomes? Okay Mr./Mrs Client we will be discussing the items we both noted. At the end I will be providing a proposal. Once I do that what do you see happening? There must be an agreement here for a next step. They may agree to accept your proposal, they may reject your proposal. They may agree to another meeting with another decision maker, but thinking it over is never acceptable. If they are not prepared to take an action as identified there is no point in making a proposal. You are wasting your time and giving them material to use against you in negotiations with other providers.
I try to use this technique frequently. It is uncomfortable but well worth the efforts.
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