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Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer’s journey. How and when to use Upfront Contracts is crucial.

Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video.

00:00-00:34 Intro

00:39-03:33 What is an Upfront Contact and when to use it?

04:22-08:35 Common misconceptions about Upfront Contract

08:37-12:11 Behavior for setting an Upfront Contract

12:13-18:20 Techniques for setting an Upfront Contract

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