Activities such as developing a rapport with the buyer, having a sincere desire to help them, and establishing up-front agreements.
Create a conviction of the seller that fulfilling those needs is a high priority, not only for the company but for the prospective clients themselves.
Developed by David Sandler in 1967
Attitude, Motivation, and Engagement
Determining if the prospect is able to commit the necessary resources and determining how your offer will be judged.
The way that the buyer actually convinces the seller they should invest in your offering
Closing only occurs with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation.
The only way to get to this point is if a buyer convinces you that a solution is a very high personal priority.
Close the sale
Personal interest
Qualify the Opportunity
Sandler solutions
Build and Sustain a Relationship
Sandler System
Basic goal
Technical