Relier Pairs THE SANDLER METHODVersion en ligne MATCH par Lizeth Joya 1 Attitude, Motivation, and Engagement 2 Closing only occurs with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation. 3 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. 4 Determining if the prospect is able to commit the necessary resources and determining how your offer will be judged. 5 Developed by David Sandler in 1967 6 The only way to get to this point is if a buyer convinces you that a solution is a very high personal priority. 7 Activities such as developing a rapport with the buyer, having a sincere desire to help them, and establishing up-front agreements. 8 The way that the buyer actually convinces the seller they should invest in your offering Basic goal Close the sale Technical Sandler solutions Qualify the Opportunity Sandler System Personal interest Build and Sustain a Relationship
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