- It is a system as opposed to a collection of scripts, gambits, techniques, and one-liners. Other sales training programs rely on specific tactics, for example memorizing specific closers. The Sandler approach views selling as a process beginning with bonding and concluding with servicing the sale.
- The principles and strategies are designed to achieve a fundamental goal: reducing the buyer s pain, the barrier blocks, or frustrations preventing personal and organizational success.
- Unlike other sales training programs, the Sandler Program does not require you to memorize scripts, hooks and closers. Probing the buyer s needs provides the script.
- The buyer does not feel manipulated or psyched out because your goal is to match the buyer s pain to your proposed solution.
- Thanks to up-front contracting, both you and the buyer develop a clear understanding of expectations and commitments; neither feels threatened, confused, or abused.
- Most buyers bring assumptions, prejudices, and potentially devious tactics to their meetings with salespeople; this system candidly addresses those issues
- The principles and strategies are based on the essential components of effective communication: Empathy, listening and adaptation.
- The Sandler System ultimately creates win-win outcomes: Both you and the buyer develop a mutually beneficial relationship built on candor and trust.
Why The Sandler Methodology Works
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By
AJS Training Services, LLC/Sandler Training
