Sandler Training

https://blog.hubspot.
com/sales/sandler-sales-methodology
https://www.saleshacker.com/sales-methodology-blueprint/
The Beginner's Guide to the Sandler Selling System
If you're anything like me, you love systems and processes.
In fact, I think most sales reps enjoy a solid methodology even more than I do.
A popular sales method, the Sandler Selling System, has been around for over 50 years. Essentially, this
system emphasizes qualification rather than closing.
As a sales rep, this is an important methodology to consider because 88% of salespeople with Sandler
training said their sales strategy improved.
Additionally, 50% more salespeople hit quotas than those without Sandler.
Below, let's dive into what the Sandler Selling System is and how to implement it on your team.
What is the Sandler Selling System?
Sandler is a full-service professional development and training organization serving large multi-

national companies as well as small- to mid-sized businesses. Sandler offers a full suite of results-driven
training solutions designed to address a wide range of business issues
in sales, management and leadership. These solutions are accessible via multiple delivery modalities,
including in-person instructor-led, virtual instructor-led, and Online On-Demand, to give our clients the
flexibility to learn when, where, and how, it makes sense for them. Sandler claims that they have the
best sales training methodologies with the best modern instructional design.
One of the key principles for sales success is to have a clear set of rules and philosophies your reps can
follow. No matter what field you’re working in, staff need structure and guidelines – as in “sales
methodology” – to follow so they know how to approach the sale, and so they can work in harmony to
present consistent messages to the prospect.
This means you need a sales methodology.
A sales methodology is a set of rules for how you sell your products or services to customers. It’s a
philosophy of selling, often based on a particular belief about customer psychology. It defines how you
should approach prospects and the kind of things that you should say to them. It offers a framework for
how your rep should approach the client and win the deal. If it’s working well, all your reps should be
approaching clients with consistent style and messaging.
There’s no right or wrong methodology. The best methodology for you will depend on your market and
your business.
If you have a complex mix-and-match product range, then you might, for example, want your reps to act
as consultants, helping the client find the best bespoke solution.
The Sandler Selling System, developed in 1967 by David Sandler, focuses on having sales reps act as a
consultant rather than a pushy salesperson. This strategy concentrates on asking the right questions
during the qualifying process instead of pushing a product on someone who doesn't need it.
Essentially, the Sandler approach to sales is unique because it prioritizes building mutual trust between
salespeople and prospects. During this process, the sales rep will act as an advisor and ask questions to
assess the majority of obstacles right away in the qualification stage.
Emma Brudner, a former Marketing Director at HubSpot, says, "If the rep discovers that their offering
won't truly address the potential client's concerns, they won't waste time convincing them that it
actually does — they'll simply abandon the process. Rather than the seller convincing the buyer to buy,
the buyer is almost convincing the seller to sell."
While the Sandler sales process might look similar to a traditional selling system at first glance, the
emphasis is on the qualification stage rather than the closing stage.
The process has three overall stages but is broken down into seven steps. The three stages are: building
a relationship, qualification, and closing the sale. Let's dive into the step-by-step guide below.
Sandler Selling System
1. Bonding and rapport building.
2. Up-front contracts.
3. Pain.
4. Budget.
5. Decision.
6. Fulfillment.
7. Post-sell.
1. Bonding and rapport building.
During the first stage of relationship building, the first step is to establish a bond with your prospect.
This should encourage open and honest communication.
2. Up-front contracts.
The second step in the relationship-building process is to establish roles and set expectations. During
this phase, it's important to set ground rules and create a comfortable environment within which to do
business.
3. Pain.
This third step moves us into the second stage of the system – the qualification phase. Now that you've
built rapport and set expectations for how this sales process will work, it's time to dive in and uncover
the problems your prospect has.
This part of the conversation will help you identify the pain points and reasons why your product or
service can help this prospect.
4. Budget.
Normally you might see this component of a sales conversation toward the end of the process, but in
the Sandler Selling System, you'll discuss the budget during the qualification phase. If your prospect
can't afford your product, there's no point wasting your time trying to sell it to them.
During this part of the qualification process, you'll discover if your prospect is willing and able to invest
the time, money, and resources needed to fix their problem.
5. Decision.
The last part of the qualification phase is to discuss the decision-making process. Find out who, what,
where, why, and how the prospect wants the buying process to go.
6. Fulfillment.
Moving on to the closing stage of the process, this is when you'll propose your product or service as the
solution to the prospect's problem. Your proposal will fulfill their requests, specifically about the budget
and the decision-making process.
Don't forget to use everything you've learned during the qualifying process in your proposal.
7. Post-sell.
At this point, it's time to seal the deal. Establish the next steps and prevent the loss of the loss to the
competition or buyer's remorse.
Now that we've discussed what the Sandler Selling System is, you might be wondering, "How do I
implement this at my company?"
Let's review how to train your sales reps with the Sandler system below.
Sandler Training
To get started with the Sandler Selling System, you can have your reps take Sandler training courses
online. In fact, Sandler Training offers plenty of training and development courses both in-person and
online.
Sandler Sales Template
As a visualization, the Sandler system is best represented by the image of a submarine. According to
the website:
"When David Sandler was developing his selling system, he chose the imagery of a submarine to
communicate his vision.
He was inspired by watching movies about World War II, when submarines were attacked, to avoid
flooding, the crew moved through each compartment, closing the door of the previous compartment
behind them.
The Sandler Selling System requires the same procedure to avoid ‘disaster' on a sales call. Your goal is to
move through each compartment, or step of the selling system, to arrive safely at a successful sale."
The Sandler Selling System isn't the only one around, but it's one of the best systems for getting to know
your prospects. This system provides a great opportunity to truly qualify your prospects so you sell to
the right people.

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What are the three stages of the Sandler Selling System?

What are the seven steps of the Sandler Selling System?

https://blog.hubspot.

The Beginner's Guide to the Sandler Selling System

If you're anything like me, you love systems and processes.

Additionally, 50% more salespeople hit quotas than those without Sandler.

What is the Sandler Selling System?

Sandler is a full-service professional development and training organization serving large multi-

This means you need a sales methodology.

Sandler Selling System

1. Bonding and rapport building.

1. Bonding and rapport building.

Sandler Sales Template

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