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    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?”

    Points

    A method earns the following points when cold callers:

    set a meeting - 5 points
    get a referral - 2 points
    set a follow-up - 1 point

    1.0
    Easy to use

    The easier the method is to use and scale across the entire sales team, the higher the score is

    3.0
    Adaptability

    This score shows how well the method can be applied to any type of ICP or company, e.g., how well it can work for both SMBs and enterprises

    4.0
    fire
    2.7
    Result Score
    Conversion rate 0% (meetings / # calls)
    Based on 1 call

    Method results

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