// Sales
Sandler Selling
A submarine-model methodology built around upfront contracts, pain funnel and 'no' being an acceptable answer.
In depth
David Sandler's 1967 system inverts the seller-buyer power dynamic: the rep sets explicit upfront contracts (agenda, next step, decision) at every meeting, digs three layers deep into pain, and disqualifies fast. Popular in mid-market and channel sales; less used in complex enterprise.