/sandler-system

name: sandler-system
description: Apply Sandler Selling System principles for consultative sales with pain discovery, budget qualification, and mutual decision frameworks
license: MIT
metadata:
  author: ClawFu
  version: 1.0.0
  mcp-server: "@clawfu/mcp-skills"

Sandler Selling System

> Apply Sandler's consultative selling methodology focusing on pain discovery, upfront contracts, and mutual commitment to transform sales conversations.

When to Use This Skill

• Discovery conversations
• Handling sales resistance
• Budget qualification
• Creating mutual commitments
• Dealing with objections

Methodology Foundation

Based on **David Sandler's Selling System**, built on:

• Pain discovery (not feature selling)
• Upfront contracts (mutual agreements)
• Budget qualification (money conversation early)
• Decision framework (clear next steps)
• Equal business stature (not subservient selling)

What Claude Does vs What You Decide

| Claude Does | You Decide | |-------------|------------| | Structures discovery questions | When to use techniques | | Creates upfront contract templates | How aggressive to be | | Designs pain funneling | Relationship balance | | Suggests budget qualification | Deal-specific judgment | | Provides objection frameworks | Walking away decisions |

Instructions

Step 1: Understand the Sandler Submarine

**Seven Stages:**

┌─────────────────────────────────────────────────────────────┐
│  THE SANDLER SUBMARINE                                      │
├─────────────────────────────────────────────────────────────┤
│                                                             │
│  1. Bonding & Rapport ──► 2. Upfront Contract              │
│           │                        │                        │
│           └────────────────────────┘                        │
│                      │                                      │
│           3. Pain ◄──┘                                      │
│              │                                              │
│              ▼                                              │
│           4. Budget                                         │
│              │                                              │
│              ▼                                              │
│           5. Decision                                       │
│              │                                              │
│              ▼                                              │
│           6. Fulfillment (Present Solution)                 │
│              │                                              │
│              ▼                                              │
│           7. Post-Sell (Reinforce Decision)                │
│                                                             │
└─────────────────────────────────────────────────────────────┘

Step 2: Master Pain Discovery

**Pain Funnel Technique:**

| Level | Question Type | Example | |-------|---------------|---------| | Surface | Open | "Tell me more about that" | | Deeper | Clarifying | "Can you be more specific?" | | Impact | Business | "How is that affecting the business?" | | Personal | Individual | "How does that affect you personally?" | | Commitment | Action | "What have you tried to fix it?" |

Step 3: Create Upfront Contracts

**Upfront Contract Elements:** 1. **Time** - How long do we have? 2. **Agenda** - What will we cover? 3. **Outcome** - What's the possible result? 4. **Permission** - Can we have honest conversation?

Step 4: Qualify Budget

**Money Questions (Progressive):** | Timing | Question | |--------|----------| | Early | "Is there a budget for this?" | | Middle | "What range are you thinking?" | | Direct | "If we could solve this, what's it worth?" | | Test | "Our solution is typically $X. Does that fit?" |

Step 5: Establish Decision Process

**Decision Questions:**

• "How do decisions like this typically get made?"
• "Who else needs to be involved?"
• "What could stop this from happening?"
• "What's the timeline for a decision?"

Examples

Example 1: Discovery Call with Sandler Framework

**Input:**

Structure a discovery call using Sandler principles.
Context: First meeting with VP of Marketing, inbound lead.

**Output:**

## Sandler Discovery Call Structure

### Pre-Call Preparation

**Mindset:**
- You're interviewing them as much as they're interviewing you
- No need to convince—focus on uncovering fit
- Comfortable walking away if not right
- Equal business stature, not supplicant

---

### 1. Bonding & Rapport (5 minutes)

**Goal:** Establish equal footing, build trust

**Opening:**
"Thanks for making time, [Name]. Before we dive in, I have to admit—
I did some homework on [Company] and have some questions, but I'm
also curious about what prompted you to reach out in the first place."

**Techniques:**
- Match their energy and pace
- Find common ground (naturally)
- Demonstrate you've done research
- Be genuinely curious, not performative

---

### 2. Upfront Contract (3 minutes)

**Goal:** Mutual agreement on meeting structure

**Script:**
"[Name], to make sure we both get value from this conversation,
can I suggest how this might go?

We have about 30 minutes. I'd like to understand what's going on
in your world that made you want to talk. I'll share a bit about
what we do—but honestly, I'm not sure if we're the right fit yet.

At the end, one of three things will happen:
1. We both see enough potential to keep talking
2. You decide it's not right—and that's totally fine
3. I tell you we're not the right fit—and I promise I will

Does that work for you? And can we agree to be straight with
each other?"

**Why this works:**
- Sets expectation you might say no
- Gets permission for honest conversation
- Reduces buyer's defense mechanisms
- Establishes equal stature

---

### 3. Pain Discovery (15 minutes)

**Goal:** Uncover real pain, not surface problems

**Opening Question:**
"So, tell me—what's hap