Sandler couldn't fail trying to get an up-front contract. Either he got a commitment to continue or he didn't. If he did, all the better, and if he didn't, Sandler was out the door, no regrets. Suddenly, selling became more of a game than a risk or a challenge. If you think of selling as a game, then you'll find it appropriate to use The Up-front Contract.
Every sport uses one.
Before a baseball game, the umpire calls the managers from the opposing teams to home plate and they discuss the rules of the game. They agree on what's foul and fair, what makes a home run, and they review any unusual circumstances about the ballpark. Later, during the game if a batter hits a ball behind the catcher, up over the screen, and into the crowd, there's no argument that it's a foul ball. By always arriving at an agreement up front, you and the prospect can avoid misunderstandings, as well as the rhetoric and posturing that often occurs during the selling dance. An Up-front Contract improves communications and greatly enhances the profession of selling.