What Is The Sandler Selling System?
The Sandler Selling System, developed by David Sandler in 1967, takes a revolutionary approach. Sandler emphasizes a mutual level of engagement between the rep and the prospect. Sandler addresses the interaction between the rep and the prospect, providing a “mutual engagement plan” for success.
While similar to many enterprise sales processes, Sandler has a heavy focus on opportunity qualification.
How Does Sandler Address Relationship Alignment?
Sandler places a heavy emphasis on relationship building early in the sales process. Sandler also emphasizes relationship scoring with a focus on developing relationships that would be deemed weak by applying the Sandler approaches to relationship development. Sandler also focuses on defining various stakeholder attributes – Decision Makers, Budget Holders, Project Managers, etc.
The Sandler Selling System is a registered trademark of Sandler Systems, Inc. ClosePlan is not affiliated with or endorsed by Sandler Systems, Inc.
