Steps to upfront contracts for meetings

UP FRONT CONTRACTS FACE TO FACE COLD CALL

1. Purpose of intended meeting
   1. Get a dead files
2. Define outcome of meeting
   1. What does customer want out of meeting
   2. What is expected of us
   3. What will we provide to customer
   4. Define customer agenda
3. Define what we expect in meeting of prospect before and after
4. Date and location of meeting
   1. Set to enough time to uncover pain
5. Describe outcome of meeting  what is end result
   1. Will we proceed to a sale or stop the sale process

STEPS IN THE  DISCLASMER PROCESS

I know my service might not fit so any time through the meeting will you tell me it does not work for your company.  On the other hand if my service works will you give me 5 files to work on?

DECISION REVIEW

WHO- Is involved in the decision making and what role does each person play?

HOW-is the decision made?

WHAT-are the specific steps of the decision process?

WHERE- is the real decision made, at what level of the organization?

WHEN- does the prospect need or wants to make the decision?

WHY-does the decision process work the way it does?