Before any real conversation happens, set mutual ground rules. What will we discuss, how long will it take, and what happens at the end?
Up Front Contract
Core Principle
Sandler's Up-Front Contract sets clear expectations before the real conversation begins. By establishing the agenda, time frame, and possible outcomes upfront, both sides relax because they know what to expect. It also gives the prospect explicit permission to say no, which paradoxically makes them more likely to say yes.
Step-by-Step Execution
Example in Action
You: Thanks for taking 30 minutes today. Here's what I'd like to do -- I'll ask you some questions about what you're dealing with, then share how we've helped companies in similar situations. At the end, one of three things will happen: you'll say 'This isn't for me' and that's totally fine, no hard feelings. Or you'll say 'I'm interested but need to think about it,' and we'll set a specific follow-up. Or you'll say 'Let's go,' and we'll discuss next steps. Sound fair? Prospect: Yeah, that works. You: Great. And just so I respect your time -- if at any point this doesn't feel relevant, just tell me and we'll wrap up early. Deal? Prospect: Appreciate that. Okay, go ahead.
Practice this technique with an AI-powered roleplay scenario.