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