Concept · Sales & Marketing Frameworks
Sandler Selling System
Origin: David Sandler
Biological Parallel
Wolves and ravens form hunting partnerships only after extended mutual testing—ravens lead wolves to carcasses, wolves open tough hides ravens can't penetrate. Both species qualify the relationship through reciprocal investment before full commitment. Sandler's upfront contracts and mutual qualification replicate this: establish reciprocity expectations early, test commitment through small exchanges, avoid one-sided pursuit of uncommitted partners.