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hi my name is KW and welcome to selling power TV today we have the pleasure of meeting with Dave Matson he's the CEO of Sandler training welcome Dave thanks gar there's one thing that fascinated me about David Sandler he came up with The Upfront contract right um how does that work and why did it come about well it came about because David you in his own words was wasn't a born salesperson and he was trying to figure out how do I survive in this world where I don't understand the rules and I wasn't brought up in a sales household and so what he did out of self- protection is he ran into problems maybe like any other salesperson he would show up in an hour call and he was moving it was going well the prospect would look at their watch 25 minutes into it and said hey David this sounds really interesting but could you put what you said in writing because we've got a lot of fires today we're going to have to cut it short and I think in sales in general people just show up with an agenda that's not really shared with the Prospect and if you think about a conversation where sales is a conversation right that takes two different sides to kind of Converse so in essence stany was looking for something that said here's why we're here today Gart and here's how much time that we'll spend during the meeting and then what would you like to get out of that meeting and here's some of my agenda items and that was the basic framework and he noticed that off-site meetings like if you went to a let's say um a National Conference they had agendas printed everybody knew what was going to happen everyone knew where they're supposed to go they knew what they were expected to learn and then he went to baseball games and realized the same thing happened there and regardless you know you could go and look out there and the manager's probably been playing for decades they know the rules but the Umpire would call them out and say listen if that hits that pole and goes left that's going to be a double but if it goes to the right that's going to be a home run and so they would go through all these rules and he sat back and say well maybe we should have some rules for sales calls too yeah it's like on a plane you know you see the pilot and co-pilot going through the checklist they go through a checklist and so that's he thought if a call starts well it'll end well so why don't we start off and have five basic elements first is the purpose why why are we here today even though you know as a salesperson sometimes the prospect has forgotten they don't even sometimes know your name until you showed up right the second is how much time did we talk about on the phone or prior meeting and if it was 60 minutes is it still good if has anything changed let's talk about that now out of respect we might as well condense that meeting if we had to the third is agenda and so what would you like to make sure that I cover today and then I'd like to tell you as a salesperson what I'd like to cover and that way you're not surprised and then finally is the outcome what should we try to decide at the end of the meeting and that was really the elements of an upfront contract that helped shape David's success how hard is is it for salespeople uh to come on board with that and execute flawlessly every time well I think if you have it has to become muscle memory right and I think if you just do some of it you'll realize over time that you can do more and more of it I think the hardest one is outcome really asking a prospect where should we end up at the end of the call if it goes well and that's hard because most people don't want to hear the answer or they're afraid of the answer but the other ones are intuitive absolutely well thank you Dave for anybody who'd like to get more information go to sandler.com uh you find a terrific uh resource for Us sales success