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