DEAR SANDLER COACH HBRA JOB BANK The HBRA JOB BANK is a FREE service for HBRA Members. If you would like to have a job posted, please use the Job Posting form to submit the information. The fee for Non-members is $50. Please contact the HBRA office at 203-335-7008 or email us for more information, FREE Resume Posting (Open to the public) E-mail your resume in Microsoft Word or Adobe Acrobat PDF format. Subject line: JOB BANK. Do not include your resume as body copy in an e-mail. Include a short paragraph summary of your skills or what type of job you are seeking. The HBRA of Fairfield County is not an employment agency nor will the HBRA recommend or refer any person seeking employment. It is up to the Member to contact an applicant directly and make employment decisions. Dear Sandler Coach, I’ve heard of the Up Front Contract but can you expand on what that is? - Mike B from Brookfield Hi Mike, Absolutely! The Up Front Contract is a tool we use in sales but things like UFC’s happen to us all the time. It’s basically letting your prospect (or anyone for that matter) know up front what is going to happen. Think of this as the Doctor telling you what will happen in surgery, although you may even be unconscious you are a little bit more at ease knowing what’s going to occur. In a sales meeting you would cover things like how much time you have, what the other persons agenda is, what your agenda is and then what the outcome could possibly be (good or bad). Just like other professions there are some bad apples in sales. It’s why a lot of times we are looked at as just a “Typical Sales Person” and not the Trusted Advisors we actually are. What the up front contract does is put your cards out on the table first thing and shows why you are there and what you are looking to accomplish. More importantly though it allows your prospect to make sure they cover what is on their mind and in the end have permission to say No if it’s not a good fit. In sales our mission is to gather information to qualify or disqualify a prospect. Using an Up Front Contract can really set the tone for the entire meeting and get out any major issues early on. Keep those questions coming! - John John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@ buildfairfieldcounty.com FEBRUARY 2018 | HBRA of Fairfield County 23
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