Sandler method

The Sandler sales methodology, 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.
Sandler advises that salespeople take time to craft their “thirty-second commercial”—or to make it simple—30 second or less sales pitch. A great thirty-second commercial does two things, lets a prospect know what you do and answers the question “why is this person and their business relevant to me?”