Dave Mattson (Author & CEO, Sandler Training)
Dave Mattson describes the seven key elements of the Sandler Selling System. The elements include establish rapport, establish upfront contract, uncover the prospect’s “pain” or need, budget, discover the decision-making process, fulfillment, or presentation, and reinforce the sale with post sale activity. He goes through each step or element and explains its importance in the sales process. Mattson also talks about why with the Sandler Selling System methodology the presentation is near the end of the process rather than at the beginning where it traditionally happens.