Ghost-Proof Your Sales Proposal With Upfront Contracting 

Ghost-Proof Your Sales Proposal With Upfront Contracting

We’ve been there. You craft a proposal with meticulous care, meet with your sales prospect, send the proposal off with high hopes, and then… silence. Days turn into weeks, and that promising lead seems to have vanished into thin air. You’ve been ghosted, and it’s not just you—it’s an epidemic in the sales world.

Unsurprisingly, 80% of sales require five follow-ups after the initial meeting. Yet, 44% of salespeople give up after just one follow-up call. Why? Because being ghosted is frustrating, time-consuming, and frankly, demoralising.

But here’s the million-dollar question: Who’s really in control of your sales process?

If you constantly wait for prospects to “get back to you”, it might be time to face an uncomfortable truth—you’re not in the driver’s seat. You’re a passenger in your own sales journey, and that’s a recipe for disappointment.

The Steve Jobs Approach: Ghostbusting in High-Stakes Negotiations

When it comes to avoiding being ghosted, few did it better than Steve Jobs. During the first iPhone’s development, Apple faced internal and external resistance. Jobs had a radical vision for a phone unlike anything on the market, but his team wasn’t sure it was possible, and carriers like AT&T hesitated to give Apple control over its software.

However, Jobs did something crucial in his meetings with AT&T. He set clear, non-negotiable terms right from the start. He laid out exactly what Apple would control (the design and software) and what AT&T would provide (network support). This upfront contract, while unconventional, laid the foundation for the iPhone’s eventual success.

Jobs didn’t wait for AT&T to “get back to him”. He took control of the conversation, set clear expectations, and moved the process forward on his terms. In essence, he ghost-proofed his proposal.

We Can’t All Be Steve Jobs, But…

Now, we can’t all be Steve Jobs, revolutionising entire industries with every meeting. But we can certainly learn from his approach to avoid the dreaded ghosting. The key lies in a technique called Upfront Contracting—a superpower available to every salesperson, whether you’re selling smartphones or office supplies.

What On Earth Is Upfront Contracting?

Upfront contracting is like the proton pack for sales ghostbusters—it helps you capture commitments and eliminate ambiguity. Set clear expectations and next steps to ensure both parties are on the same page from the get-go. And the best part? It works.

This powerful technique is a key component of the Sandler method, which emphasises the importance of establishing clear agreements about the objectives, agenda, and outcomes of each interaction in the sales process.

According to Sandler, upfront contracts should cover the following elements:

1. The purpose of the meeting
2. The time allocated
3. The agenda
4. The expected outcomes
5. The next steps

Research by Gong.io found that top-performing salespeople spend 54% more time discussing the next steps than their average-performing counterparts. That’s an impressive statistic that goes a long way to prevent misunderstandings from creeping into communications. 

How to Ghost-Proof Your Sales Process

In case you’re not as confident about your communication skills as you’d like, here’s a step-by-step guide—a script, if you will:

1. Set the Agenda: “Hi [prospect name], we’ve got 30 minutes today. What would you like to get out of this meeting?” This simple question demonstrates that you value their time and goals while giving you a framework for the conversation.
2. Outline the Plan: “Brilliant! I’ll walk you through our solution, cover your business’s key benefits, and then discuss potential next steps. Does that sound good to you?” You’re already leading the conversation by laying out your plan and getting agreement.
3. Establish Next Steps: “Great discussion! I’ll send our proposal to your inbox by Wednesday at 3pm. Could you review it by Friday? We could then have a quick call at 2pm that day to discuss your thoughts. If it doesn’t meet your needs, no hard feelings – just let me know. How does that sound?” This clear timeline and expectation setting eliminates the dreaded “We’ll get back to you” limbo.

Why Upfront Contracting Works

At Growth Experts, we’re not saying upfront contracting is magic… but we’re not not saying it either. Here’s why it’s so effective at ghost-proofing your proposals:

1. It Creates Structure: Everyone appreciates a clear plan. Upfront contracting gives structure to your conversation, making both parties feel more comfortable and productive.
2. It Demonstrates Professionalism: By setting clear expectations, you show that you value your prospect’s time and take your business seriously.
3. It Keeps the Process Moving: No more waiting games. With clear next steps, your sales process maintains momentum, reducing the chances of deals going cold.
4. It Builds Trust: Open communication from the start fosters a sense of trust and partnership with your prospect.

Clear communication and setting expectations can significantly improve sales outcomes. A study by CSO Insights found that companies with a formal sales process experience 28% higher revenue growth than those without.

Ready to Become a Sales Ghostbuster?

If you’re ready to master the art of upfront contracting and ghost-proof your sales process, Growth Experts is here to help. We’ll train you to take control of your sales process, whether you’re a solo entrepreneur or part of a larger team.

Remember, in the world of sales, clarity is your proton pack. Use it wisely, and you’ll be busting sales ghosts faster than you can say, “Who you gonna call?”

Jason Bagley Founder, Growth Experts

I'm a business builder, the founder of Growth Experts, sometimes public speaker, and a member of the Entrepreneurs’ Organization. Mostly though, I’m just a dad to Eva & Cruz and a husband to Karina.