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The Sandler Selling System

Efficiency, Effectiveness and Accountability

STAGE ONE

Creating and sustaining a comfortable atmosphere in which to do business is your responsibility.  

  • Develop a rapport with prospects.  

  • Have a sincere desire to help them solve problems, face challenges, or achieve goals.

  • Control the selling process by establishing up-front agreements with your prospects about the progression of the selling process, and who will be responsible for what.

STAGE TWO

Always be qualifying. 

  • Concentrate first on the degree of fit between what you have to offer and the prospect’s problem, challenge, or goal.
  • Determine if the prospect is willing and able to commit the necessary resources to acquire and use the product or service you will eventually propose.
  • Before you begin working on solutions and presentations, determine exactly how your offer will be judged—and by whom.

STAGE THREE

The objective of “closing” is to obtain a “yes” or “no” buying decision (or a decision to move to the next step in a multi-step decision process).

  • Closing activities only take place with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation.
  • Presentations should focus only on the pains uncovered earlier in the process—nothing more; nothing less.
  • Post-Sell activities will “lock up” the sale and facilitate the transition of the relationship from buyer-seller to partners working toward a common goal of delivery.

Core Principles of the Sandler Methodology

  • TRANSLATE

    Sandler translates the new attitudes and skills into defined and measurable actions that bring about successful sustainable results.

  • TRANSFORM

    Sandler transforms salespeople’s attitudes (and corresponding beliefs, judgments, and actions) to more fully support the outcomes needed to achieve corporate, department, and personal goals.

  • TRAIN

    Sandler trains salespeople to competently and effectively navigate the sales arena in the most effective and efficient manner, using tested, proven, and up-to-date strategies and skills.

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In Our Client's Own Words

Thom Dammrich
President, National Marine Manufacturers' Association

"Sandler's transforming us from an order-taking, operational kind of focus, to the sales culture that we need in our organisation in order to be successful.  

We could not have achieved those results without the tools that Sandler has provided."