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