You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

by David H. Sandler

The News Story Approach Get to the heart of your prospect’s decision-making process by asking the following questions. Ask the “What” Qualifier “Jim, what decision-making process do you go through when deciding on a purchase like this one?” Ask the “When” Qualifier “When do you see yourself moving forward with this project, Jim?”