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