What are the key steps of the Sandler Selling System methodology?

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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.


About Author

Dave Mattson

Author & CEO, Sandler Training

Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy and client satisfaction.

Associated Organizations

Interviewed By

Vaishali Jain

Vaishali Jain

Sarder TV Journalist, and Former Bloomberg TV Journalist

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