Simply put, it is an agreement with the prospect on what is to take place during the sales process, and what is to take place as a result of it. The agreement is somewhat unilateral because, in reality, prospects don't always honor their agreements.
Under the Sandler System, the "Up Front Contract" is closely associated with, and is a follow-up to what Sandler called the Pain Funnel. In my view, and in the system I sell with, an Up Front Contract is not predicated on a Pain Funnel. I probe risk, or to put it more succinctly, loss.
Each Up-Front Contract should include five elements: The purpose of the meeting, contact or future action.The prospect/clientís agenda for the meeting and his or her expectations of the sales professional before and during the meeting.The sales professionalís agenda for the meeting, and his or her expectations of the prospect before and during the meeting.The date, location and duration of the meeting.The expected outcome of the meeting or interaction.
"If I was to strike an harmonic chord with your company in this interview, what could I expect to be the next step to fulfill my goal of being hired?"