Before you present your solution to the prospect, be certain you understand how a decision will be made. In the Sandler Decision step, we find out the who, what, where, why and how of the prospect's decision process. A good decision step allows you to ensure your prospect is qualified, and to engage all the right people to facilitate the sale. Don't miss this critical step, and you won't have to deal with surprises or objections later.
Share this article: