In today’s challenging times it is more important than ever to make sure no one or two accounts ever become too big a portion of our total business. Likewise, when certain industries or sectors begin to struggle, it is imperative to diversify into different markets and control every interaction.

Successful sales people have discovered the art of controlling the interaction has very little to do with what we say, it is more about what we ask and how we listen. But the real key to control begins very early in the call.

An effective, up front contract lays out an agenda, agrees on a timeline, puts any hurdles up front and establishes a game plan. Maybe the most important aspect of the Up Front Contract is comfortably getting the prospect to understand that “No” is a viable option. The result is less pressure; the prospect is more at ease and (along with effective Bonding and Rapport) a narrowing of the Anxiety Crevasse.

Be careful not to try and force prospects to do things for your reasons, great salespeople master the art of discovery in their Up Front Contracts. When the prospect understands the Up Front Contract is in their best interest they will feel even more comfort.

Use up front contracts to control your sales or call Sales Concepts for help at (440)575-7000.

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