Preliminary Contract - Sales Glossary - Upnify
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Preliminary Contract

This is a term related to one of the sales phases of the Sandler sales system and is followed by the Trust and Understanding phase.

A pre-contract is a sales mechanism through which, in advance of the meeting, the salesperson and the prospect agree on precisely what will happen during the meeting.

A pre-contract has 5 elements.

Purpose of the meeting:

Explains why the meeting is to be carried out. The objective is to mobilize the sales process.

The prospect's agenda and expectations:

Discover the prospect's interests and expectations.

The salesperson's agenda and expectations:

Explain to the prospect the interests and expectations you have with the prospect.


Schedule date, time and location of the meeting.

Possible outcome:

The outcome should be the decision to proceed or stop the sales process or the final decision to buy or not to buy.


A tool for people-to-people marketing, it is the highest degree of segmentation practicable, both in supply and demand.

It can also be defined as the action by a user to modify or change something to adapt it to a specific person or task, in another term is any product or service that is designed or adapted to the specific needs and desires of each customer, the value lies in the exclusivity that is granted to each customer, thus the attention becomes personalized, which can lead to successfully close the sale.

The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.