Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer

Name: The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer
Uploaded: 2023-01-24T01:02:54+00:00
Duration: 52 s
Channel: Kevin "KD" Dorsey
Description: This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "The Upfront Contract Gives…

24 Jan 2023 · 1 min

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This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer" (created 2023-01-24). The excerpt is a monologue by Charles Muhlbauer about sales techniques—specifically the concept of an "upfront contract"—criticizing the common mistake of asking prospects to commit to purchase or seek CFO approval before any value has been provided, and advising against requesting premature commitments.

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And so a very standard upfront contract that people tend to ask is, so at the end of this, if we agree that this, like, helps, is this something that you would move forward with today? Is this something that you would be willing to. They asked for agreement to purchase wild before you've provided any value whatsoever. And I hate, I hate those types of upfront contracts. Like, if we can come to agreement on pricing and value today, is this something you could move forward with? Is this something you'd feel comfortable bringing to your cfo? And people ask for basically a commitment to buy before they've done anything. So the prospect so that's one area that's have a massive problem, is they ask for too much before giving. So that's where I think most people go wrong about front contracts. Interesting.