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INTRO

Sandler Sales Process

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The Sandler Sales Process Method is based on the idea that the buyer and seller on equal footing and it takes a partnership to get the deal done. You can bucket the stages into three groups - develop a strong relationship, qualification, and closing the deal.

Use this checklist to review your upcoming, active, or recently closed deals against this set of criteria. How does your deal match this framework? Score each item based on completeness, 100% equal 100% done. Also use the color dropd
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RELATIONSHIP

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Establish good rapport
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Do you have a solid rapport with your contact? 
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COMMITMENT

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Set an up-front contract
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Do you set a purpose and desired outcome for each meeting? 
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Do you send an agenda ahead of time? 
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Do you ask for an agenda from your prospects before the meeting? 
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PAIN

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Identify your prospects pain
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Did you identify your prospects pain and determine their current state vs desired future state? 
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Do you understand the full scope of the problem? 
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BUDGET

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Talk about your prospects budget
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Do you understand the prospects budget? Have you had a conversation about budget? 
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Is money available for this purchase? 
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DECISION

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Gather information
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Should we disqualify this prospect? 
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Do we need to meet with more people? 
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Is this prospect qualified? 
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FULFILMENT

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Make your presentation
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We made a strong case and presentation to the decision makers for how we address the problem, meet the budget 
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DELIVER

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Close the deal
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Did we avoid buyers remorse? 
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Did we beat the competition? 
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Do we have clear next steps for delivering on the deal? 
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