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