What is the Sandler sales technique So what is the Sandler sales

It’s actually quite simple to understand: The Sandler Sales System focuses on how sales reps should interact with their customers, acting as “consultants” rather than pushy salespeople. This strategy developed by David Sandler in 1967. But what does it mean that they are like “consultants”? In traditional sales, sellers usually try to convince the person to buy, explaining the characteristics of the product or service, offering special discounts, emphasizing differentiation from the competition, etc. However, when a salesperson has a “Sandler Training”, he puts his efforts into asking exploratory questions during the sales process.

In order to understand the customer’s problem and thus help

Him make the purchase decision. As a result, the prospect is not overwhelmed by the seller’s insistence, and a relationship of trust is Kuwait Phone Number created between both parties, greatly facilitating closing the sale. Salesperson with Sandler Training Features of the Sandler system in sales Although the concept of the Sandler methodology is quite understandable, there are certain features that will help you have a deeper understanding of it: The seller should not too insistent with the sale , but should act as an advisor. This can considered the same as HubSpot ‘s inbound methodology . The seller can abandon the sales process , if he detects that the product or service does not fit the needs of the potential customer. Spending more time to force close, would only leave a bad experience.

The Sandler method is based on the psychology of the consumer

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Since it takes into account their motivations and needs, instead of focusing on the product. The purpose is to create a valuable relationship with the prospect. You have to discuss the budget from the beginning and not leave it for the closing of the sale, because the prospect might not have the adequate purchasing power, so there would no point in continuing with the process. The advice makes clear the consequences that the prospect’s purchase decisions could have, both positive and negative. It’s about being as honest as possible. How to apply the Sandler sales method In order to apply the Sandler system, it is necessary to take into account the following 3 general phases: Build the relationship with the prospect.

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