What is the Sandler Sales Methodology?

1. Bonding and Rapport

Focus on good communication and building a good foundation for business. Establishing good rapport with potential clients from the first meetings because people will do business with people they trust.

2. Upfront Contracts

After lots of good communication, this step tells the salesperson to define and plan all further communication, this is used as a strategy in the future. These plans might include a time and place, purpose, agenda, and intended outcome.

3. Pain

Finding the potential clients pain, this is where you find out the client’s problem, find out where they are and where they want to go and try to bridge the gap.

4. Budget

Set an up-front contract whilst negotiating and find out what your client’s budget is. When you get this number, the salesperson can decide to move ahead with the project or drop it. Also depending on the amount of money the client wants to spend the sales person can create a custom solution.

5. Decision

Go over what has been said and start collecting information. By looking at all the factors the salesperson will either disqualify or qualify the client. The salesperson also needs to check if the solution is right for the client. After that stage the client is qualified.

6. Fulfilment

The salesperson will make sure all parties and people involved are happy with the custom solution the salesperson provided and once everyone approves you can go ahead to singing a contract.

7. Post-sell

The sales person will offer continued support to the client making sure they have received the right product. In this step you can also try to combine other products which the client might find useful.