Result uploaded on: January 25, 2021

    img Used by: Justin Michael
    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

    Method overview

    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?”

    Call 3 (Sandler 27 secs method)

    Seller: I was calling for Carlos Martinez, Justin Michael calling from a recorded line.

    Lead: This is Carlos Martinez.

    Seller: Oh, hey, Carlos. I’m Justin Michael. I’m an advisor to CloudTask. I’m curious. I see. You’re the VP of sales at ADP. Are you over the inside sales team or the sales development team?

    Lead: No, I’m an outside sales

    Seller: outside sales. Can you do me a favor and point me to who handles that? Or even give me a name? I know ATP. ADP is huge, but like the SDR team or the inside sales team that that fits with your outside sales team. Who runs that team?

    Lead: I couldn’t, I couldn’t tell you.

    Seller: Okay, um, that’s fine. What if so I advise a company called Cloud task. And we work with us companies to bring in pipeline, like opportunities and appointments. If I sent you some information on that, would you be able to get it to the appropriate team?

    Lead: You can send it to me. I can, I can try to do some digging to see if I can find something. But I can’t make any promises. Like.

    Seller: that’s totally fine. So are you at Carlos [email protected]?

    Lead: Ah, yes.

    Seller: Okay. So I’m just a little more background, were called Cloud tasks that we brought in $70 million in revenue in the past 24 months to us tech company,

    Lead: Justin, Yes, Justin, I am sorry that I have to cut you off. I have to jump in a call. Okay, in two minutes. So I just gotta let you go. I gotta get ready for a presentation.

    Seller: No problem. I just wanted to, you know, do the courtesy to tell you what we do. But I’ll send you more.

    Lead: I really appreciated like, sorry, I wouldn’t be cutting jobs.

    Seller: I didn’t have to be jumping. And have a great meeting. And thanks for your help. And if you can pass it to the right division. We’ll talk to you then. Thanks again.

    Lead: Thank you very much.

    Seller: Thank you.