Short excerpt from a YouTube video (Kevin "KD" Dorsey upload) in which SPEAKER A (likely Charles Muhlbauer) coaches AEs on using an upfront contract during sales calls. The speaker recounts a recorded call where a prospect appreciated being given permission to say no, framing the call and making the approach feel powerful.
I think AES don't realize how powerful an awesome upfront contract is. It really sets the stage for the call where the prospect hears you do it, and the prospect says, wow, yeah, that's cool. I heard a prospect say on a call to one of my AES, on a recorded call that I was coaching them on, the prospect said, after the two outcomes, he said, yeah, no, that's cool. By the way, you should know, I really appreciate you saying that, because most people that I speak to don't even ask me if it's okay to say no. He literally said that, and it was really, really powerful.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
