Relacionar Columnas THE SANDLER METHODVersión en línea MATCH por Lizeth Joya 1 Attitude, Motivation, and Engagement 2 Determining if the prospect is able to commit the necessary resources and determining how your offer will be judged. 3 Activities such as developing a rapport with the buyer, having a sincere desire to help them, and establishing up-front agreements. 4 The only way to get to this point is if a buyer convinces you that a solution is a very high personal priority. 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 Developed by David Sandler in 1967 7 The way that the buyer actually convinces the seller they should invest in your offering 8 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. Personal interest Basic goal Technical Sandler System Qualify the Opportunity Sandler solutions Close the sale Build and Sustain a Relationship
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