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