An unsure, passive voice can derail a positive opportunity with a promising prospect. Worse than that, though, is a call with no structure or plan that ultimately leads to no outcome. There are many techniques and tactics used to ensure that you receive the highest close rate possible during sales calls. One very effective and concrete method that should be used when engaging with a prospect is the Up-Front Contract.
The Up-Front Contract consists of the following:
Time – Ask the prospect if the allotted time that was prescheduled for the call is still available to them.
Agenda – This is most crucial. Under the agenda section, it is important to understand what the prospect pains over, discuss any changes, and answer any questions the prospects may have.
Outcome – This is where we want to be presumptive and descriptive. When being presumptive we say something like, “After going over all of those points with you Mr. Johnson, we can now reach an outcome of you either deciding that this would not be a good fit, or agreeing that this is a good fit and we can start as early as today. If neither of those options sound good, maybe the timing is not right at the moment, and we can conclude at a later date.”
The Up-Front Contract is a vital part to any sales call. Addressing how your product or service will better serve the prospect without dazzling them too much on product details. In other words, the prospect is buying into the trust that you can help alleviate/eliminate the pains in their business.
