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