1. IT Sales Network There is more to a sale - than signing a contract! Focus on your buyer’s definition of value. What does your buyer achieve by ownership?

2. What we will talk about?  Why the contract is Vital.  Selling Vs Buying  A document of partnership A verbal contract is not worth the paper it is written on!

3. Who needs a contract anyway?  The Buyer Protection of their rights, guarantee that they will get what they bought  The Seller Protects their property, guarantee that they will get paid  The Lawyers! Negotiation and for when things go wrong! The contract links the buyer and the seller!

4. Sellers sell forward!  Close date key in all sales pipelines.  Close Date = Contract Signature.  After the close - someone else delivers! Do you have a special pen for contract signatures?

5. Buyers Buy Backwards!  When do I get Ownership?  How do I get there?  Is the roadmap to value clearly defined? What will this purchase enable me to do & When?

6. The Contract = Partnership!  Focus on when the customer gets value!  The contract is just one step in a joint journey!  A Foundation for Trust. It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over