Bonding and Rapport
Step one in the Sandler Selling System is about being seen, heard, and understood. A salesperson's value is in direct proportion to the questions they ask. Those types of questions that can shift paradigms and create clarity that enable prospects to make decisions that support their goals. If the salesperson is carrying out the Bonding and Rapport step, the prospect will easily share information thus creating a path that will enable both parties to work together toward the best possible solution.