[holografix]

Source: I’ve been in biz development and pre-sales for almost 10 years.

I like the Sandler sales methodology as a simple and cooperative process.

Cooperative in the sense that you’re continuously moving closer to a signed deal _with_ the prospect’s commitment and understanding.

It helps you not to waste time with “tire kickers”. By focusing on a “pain” to solve. If someone wants you the spend your time with them educating them at length about your problem and don’t have a clear problem they’re trying to fix then stop immediately and get them to engage with marketing.

[vladmk]

What I don’t like about Sandler is I feel if their coaches are so good at sales then they really shouldn’t work on Sandler. Essentially Sandler shouldn’t be a sales company, but something else instead, if they’re so good they should for instance be a car dealership.