Upfront Contract: Agree the Rules First
At the start of a meeting, agree on the time, the agenda, what each side wants, and that either side can say no at the end.
A core part of the Sandler system since the 1960s and widely taught, but there is no published study of its effect on outcomes.
Why it works
It removes the buyer's fear of being pushed, so they relax and talk more openly. Agreeing in advance that a no is fine also makes a clear decision at the end more likely than a vague maybe.
How to do it
- State how long the meeting will take and check that it still suits them.
- Say what you want to cover and ask what they want to cover.
- Say plainly that at the end either of you can say this is not a fit.
- Agree what a yes would look like: a next meeting, a trial role, a proposal.
- Come back to the contract at the end of the meeting.
What to say
We have thirty minutes. I'd like to ask about your hiring, and I'm sure you have questions for me. Is there anything you want to make sure we cover?
At the end, if this isn't a fit, please just tell me. That's completely fine. And if it is, we can agree a next step. Fair?
Avoid
Saying it like a legal script. Keep it short and warm, in your own words, or it sounds like a trick.
Example
Ankit opened a call with the founder of a Jaipur dairy startup: twenty minutes, her questions first, and permission to say no. Near the end she said it was not the right time, and gave him the month when it would be. He booked a call for that month instead of chasing her for weeks.
Practise it
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