Creator of the Sandler methodology and Founder of our organisation
Something was wrong, and David Sandler knew it. It was 1966 and the struggling, young salesman was troubled by the forced, rote way in which he had been trained to sell. It didn’t feel right, and what's more, it didn't work.
So on his own, he decided to take charge of his sales calls. He started by making “verbal contracts” with his prospects—effectively challenging them to convince him to sell rather than trying to convince them to buy. His approach was radical. Unorthodox. Non-traditional. And dramatically effective.
Sandler refined his sales philosophy into a comprehensive selling system, and founded the Sandler organisation to share his unique approach with other sales professionals. Since his revolutionary methodology was founded on basic principles of the psychology of human behaviour, it has stood the test of time.
"The Sandler Selling system gives the salesperson equal footing with the prospect in the Buyer-Seller dance."
David H. Sandler Founder, Sandler Training