'How to do an upfront contract in sales' (Monthly sales Q&A with Chris Orlob)
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- Опубліковано 24 жов 2024
- "How to Do an Effective Upfront Contract In SaaS Sales"
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Welcome to pclub.io Insider (Issue 003 - January, 2023)! This is where I give you free, razor-sharp answers to the BEST sales questions I’ve heard in the last 30 days. They’re pulled from my social feeds and forums within our online courses, where members share their toughest challenges and ask me how I’d handle it.
Here are the questions I answer in this Issue:
Q: What's the best way to do an 'upfront contract'?
Q: How do you respond when your buyer says 'Why do you need to know that?'
I'd love to hear back from you.
1. Is this newsletter helpful or should I spend my time elsewhere? This is only our second time doing this, so send me a sign of life… reply and let me know if it’s helpful when I answer the last month’s top SaaS sales questions.
2. Send me a question. Drop it into the comments section in the online courses, shoot me an email, ping me on LinkedIn. Just get it in front of me. You may see it in the next edition!
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CONNECT WITH CHRIS ORLOB
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I really enjoy your practical approach to using these sales tactics. Appreciate your efforts.
YES thank you for being so generous with this your knowledge. This content is so timely as I’m actively trying to make the transition from sales pro to business advisor as I move up market!
YES. this is great. thank you.
On the 'why do you need to know that point', what if the driver behind that is that they just want to get a look at the solution and they don't want to have to answer your questions because they want to retain the power of being able to just casually observe and make their own mind up and they want to actively avoid being drawn into a discussion that potentially empowers you to sell to them
Hey Chris, these tips are insanely valuable !
So glad to hear you’re getting value!
This video is so valuable! The discovery and the agenda I think are the most important parts of the demo. I love the verbiage! Found you on LinkedIn by the way.
Hell YES!!!!!!! Keep it up, Chris!
Yeah! Pretty usufull and practical. Thanks
YES BROTHER! Keep it up🙏🏼
YES very helpful!
Liking the videos!
Chris, Please do a video on transitioning from needs audit to solution presentation. Do you immediately go into a demo or schedule the demo for a later time?
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Great video Chris. Curious, is there reason why you don't foreshadow what next steps could be in your UFC?
No reason, in fact that's worth doing.
YESS!!!
Yes!!
So hekpful
YEES
Please note: the Upfront Contract is NOT a concept that this guy invented. It's the first step in the Sandler Selling System. As a certified Sandler Selling Practitioner, I find it appalling that this guy, & folks like Dan Lok speak about the U-F-C or other Sandler concepts as if it's their own.
@Chris - I'd be curious to hear your thoughts on this. 1. I am in complete agreement on Upfront Contracts not just on the first call but on EVERY CALL. In my org we have created something called Choose your Own Adventure (As many as 10 orchestrated / Value Based/ Discussions that a prospect could go to in the interest of "Getting their evaluation right") meetings. I tried to bring your guidance into that equation with this example. Let me know what you think. "I'm really glad that we are spending this time together today. Do you mind if we discuss the agenda? So Heres what I had in mind for the objective of this call. I want to make sure that I understand /continue to learn about your current priorities, challenges and efforts while also sharing how RollWorks can help with these things. I've put a slide on the screen with what I believe that I heard from you in our last meeting. Did I get this right? .... Today we are going to be (CYOA Meeting Type - Example "Doing An Audience Review where we will..." ) I think this would be a successful call if we get to the end of it and we have clarity on RollWorks' ability to identify & reach your target accounts as well as the use of bombora and RW keyword intent and why that would be important to your success. Ultimately, at the end of the call, I think that we should be able to determine if it makes sense to continue your evaluation and I have a few recommendations on what we could do as a next step. Does that sound like a fair use of our time?"
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