The principle of 'contracting'

About this episode

The episode discusses the application of contracting principles in sales and interpersonal relationships.

Contracting is a concept that that has been applied to the coaching, psychotherapy and counselling industries whereby boundaries are created and clarity given to collaborative work between a coach and a coachee. Is this something that can be applied to our meaningful interpersonal relationships and is there space for it to add value to your sales activities? Many coaching methodologies offer guidance in how to bring the prospect and customer forward in a sales discussion but for me it is the true intention of collaborative selling whereby you establish and agree the protocols of engagement - PURPOSE, PROCESS and mutual EXPECTATIONS. Every good discussion works better when there is clarity, respect and and understanding of why the discussion is being had in the first place. What do you think?

Topics covered

• contracting
• collaborative selling
• sales activities
• interpersonal relationships

Keywords

• coaching
• psychotherapy
• boundaries
• clarity
• engagement

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