The first time I heard about the Sandler Selling System, I was in a sales slump. Constantly being ghosted by prospects, it's as if they were never direct with me, and I wasted much time chasing them. (Sound familiar?)Then came the concept of Sandler's 'upfront contracts,' a lifeline thrown my way, promising to create an atmosphere of clarity, respect, and mutual understanding in sales discussions. I wouldn't say it turned things around over night, but my results improved over a 3-6 month period, as I spent more time progressing deals with prospects who were serious, and less time "following up". It was as if they suddenly respected me and my time, and we had a clear path to a decision.
For years I was doing it manually, creating and refining upfront contracts, it took hours. My love of using Chat GPT for upfront contracts began with a simple prompt, a request for an upfront contract designed for a tech startup CEO looking for a cybersecurity solution. And then, almost like magic, ChatGPT offered a response:
"Mr. CEO, I propose that we have a candid conversation about your current cybersecurity measures, their effectiveness, and how our solution may fill any gaps you have. This discussion will focus solely on your needs and concerns. If at any point you feel that our solutions may not align with your needs, please feel free to communicate this. Similarly, I will offer the same transparency about what our solution can and cannot provide. Does that sound fair to you?"
A response so tailored, it was as if ChatGPT had read my client's mind. That's when it hit me, this could give me an edge over both my competitors and colleagues, the very tool to enable my mastery of upfront contracts. Let me share with you my journey.
(before we get into this article on specifically using Chat GPT for sandler upfront contracts, check our The Art of Chat GPT Prompts for Sales Development Representatives and Account Executives (salestq.com.au)
Now, you might be wondering, how can Chat GPT specifically help with Sandler's upfront contracts? Let's delve into it.
Chat GPT is essentially a text-based model trained on a large amount of data from the internet. It can understand, generate, and learn from the text it's fed. In terms of Sandler's upfront contracts, this AI model can be a valuable tool to generate custom responses.
Firstly, Chat GPT is excellent at helping to script initial conversations. For each unique prospect, you can feed the AI with specific client details, and it can generate a well-crafted, tailored upfront contract that takes into consideration the client's unique needs and your sales objectives.
Secondly, Chat GPT can help with revising and refining your contracts. After drafting an initial contract, you can input it into the model and ask for improvements. The AI can provide alternative phrasing, add additional points, or help streamline the text to ensure clarity and conciseness.
Lastly, Chat GPT serves as a learning tool. By repeatedly using it for drafting upfront contracts, you can learn effective language patterns and approaches that work well. Over time, this can help improve your own ability to craft upfront contracts, adding more tools to your sales toolbox.
However, while Chat GPT can be a helpful tool, it's crucial to remember it's just that - a tool. It's not infallible, and it has its limitations. It doesn't understand the human element in sales negotiations, and sometimes, its suggestions may need a bit of human refinement. But with an understanding of its strengths and limitations, it can significantly aid your sales process.
If you're ready to delve into the mechanics of leveraging Chat GPT for crafting effective Sandler's upfront contracts, let's get to work. Here's a detailed roadmap to guide you through the process, complete with specific examples to illustrate each step.
In this stage, specificity is key to achieving a finely tailored upfront contract. Each client is unique in their needs, their priorities, and the style of communication they prefer.(If you haven't spoken to the prospect yet, check out our article on how you can use AI to determine their DISC profile from their Linkedin Profile. By providing Chat GPT with a thorough understanding of your client, you can yield an upfront contract that is not only specific to the client's needs but is also delivered in a way that resonates with them.
Let's use some examples to illustrate this.
The Detail-Oriented CFO:
Consider you are preparing an upfront contract for a CFO of a large healthcare organization. The CFO is known to be extremely detail-oriented, prefers to have complete information before making any decisions, and is particularly concerned about cost management.
With this information, your input to Chat GPT might be: "Generate a detailed Sandler style upfront contract for a detail-oriented CFO of a large healthcare organization who values comprehensive information and is particularly interested in cost management solutions."
Based on this prompt, Chat GPT may produce: "Ms. CFO, given your preference for detail, I propose we dive deep into your current cost management challenges, examining each aspect. Following this, we will systematically explore how our solutions could be a potential fit, detailing their functionalities, benefits, and cost implications. Throughout our conversation, your feedback is invaluable to ensure our solution aligns with your specific needs. Does this approach align with your expectations?"
The Time-Conscious Director:
For another example, let's say you're preparing a contract for a Director of Operations at a manufacturing firm. He values brevity, dislikes sales pitches, and is interested in efficiency-enhancing solutions.
Your input might be: "Generate a concise, direct Sandler style upfront contract for a time-conscious Director of Operations at a manufacturing firm who dislikes lengthy sales pitches and is interested in efficiency-enhancing solutions."
Based on this, Chat GPT might generate: "Our discussion will be brief and focused, aiming at your operational efficiency concerns and how we might help. I'll cut the fluff - if you feel we're missing the mark, please say so. Sound good?"
The Relationship-Focused CEO:
Lastly, let's assume you're preparing an upfront contract for a CEO of a small startup who highly values relationship building and is seeking a long-term strategic partner for growth.
Your input to Chat GPT could be: "Generate a relationship-focused Sandler style upfront contract for a CEO of a startup who values building relationships and is seeking a long-term strategic partnership."
In response, Chat GPT might create: "As we start our conversation, let's focus on understanding your growth vision, how a strategic partnership can support that, and the potential role we could play. If at any point you feel we might not be the right fit for your business, it's important to me that we address that openly. Does this approach feel right to you?"
By providing Chat GPT with a well-rounded view of your client, you empower it to generate upfront contracts that are not only tailored to the client's needs but also to their communication style and preferences.
Post data input, request Chat GPT to draft an upfront contract based on the provided information. Chat GPT will use the specific data points to produce a unique script for your sales conversation.
Based on the above input, Chat GPT might generate a contract like: "Ms. CFO, during our conversation, I propose we focus on exploring the cost management challenges your organization faces, and how our solutions might assist. If you feel our offerings do not align with your needs at any point, please communicate this. Similarly, I'll maintain transparency regarding our solutions' capabilities and costs. Does this sound agreeable to you?"
After the initial contract is generated, review it thoroughly. If you feel certain areas need refinement or modification, you can feed the contract back into Chat GPT with specific instructions for the adjustments. You can request the AI to add more empathy, make it more concise, use simpler language, or ask it to emphasize certain points. Here's some examples of how to refine:
Make it More Conversational: If the initial contract is too formal and you want to make it more casual, you can instruct Chat GPT as follows: "Revise the previous contract to be more conversational and use simpler language." The AI might then return: "Let's chat about your cost worries and how we might help out. If our solutions aren't hitting the mark, let's just say it. How does that sound to you?"
Emphasize the Prospect's Empowerment: If your sales strategy revolves around emphasizing the prospect's authority and decision-making power, you can request: "Adjust the contract to emphasize the CFO's decision-making power." Chat GPT might generate: "Ms. CFO, our talk is all about your cost management issues and how we might fit into the picture. Remember, you're at the helm. If our solutions don't align with your vision, you've got the final say. Is this approach comfortable for you?"
Add More Empathy: If you want the contract to sound more empathetic, request the AI to make it so: "Modify the contract to include more empathetic language." The revised contract might be: "I understand managing costs in such a large organization can be challenging, Ms. CFO. I propose we discuss these challenges and see how our solutions could ease some of that pressure. If at any time you feel our offerings aren't quite what you're looking for, it's important you feel comfortable sharing that with me. Is that okay?"
Be More Assertive: If your prospect responds better to assertive communication, you could instruct: "Revise the contract to sound more assertive." The AI might generate: "Ms. CFO, it's crucial that we focus on the cost management challenges you're facing. We need to be clear about how our solutions can help and if they don't align with your needs, that needs to be voiced immediately. Transparency is non-negotiable here. Are we on the same page?"
More Detailed and Formal: If the prospect prefers a more detailed and formal approach, ask for it: "Refine the contract to be more detailed and formal." The AI might return with: "Ms. CFO, in the upcoming discourse, our primary focus shall be to delve deep into the cost management conundrums your esteemed organization is grappling with. We shall then move towards understanding the viability of our solutions in addressing these challenges. It's of utmost importance that any divergence between our offerings and your expectations be articulated promptly. The essence of our conversation will be rooted in mutual transparency. Is this approach agreeable to you?"
The refinement process is flexible and allows you to mold the conversation to best suit your and your prospect's preferences. Just remember to clearly communicate your requirements to Chat GPT, and it will assist you in crafting an effective upfront contract.
This contract generation and refinement process might be iterative. You might have to go back and forth with the AI a few times to get the desired upfront contract. However, with each iteration, Chat GPT learns from the feedback and provides increasingly better outputs.
Over time, pay attention to the patterns and language that Chat GPT uses. You can learn effective ways to phrase things or introduce new ideas that you hadn't considered before. This can help improve your own contract creation skills.