Glossary

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Sandler System

A sales methodology that emphasizes lead qualification and recognizing the games buyers play.

The Sandler System is centered around conversational, low-pressure calls focused solely on establishing mutual fit. If done well in the beginning, buyers play less games and closing is nearly effortless.

The Sandler System is a great sales methodology for:

• B2B sales teams who value efficient prospecting, qualifying and sales processes.
• Sales teams who have issues with (or want to avoid) prospects who act interested and motivated only to avoid commitment and disappear.
• Freelancers who want to waste less time with clients who aren't serious.

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