Building rapport is a crucial aspect of successful sales, and it plays a significant role in the Sandler submarine selling methodology. The Sandler submarine is a sales process that involves building rapport, uncovering the prospect’s pain points, and using a collaborative approach to help them find a solution that meets their needs.
In the Sandler submarine, building rapport is the first step in the sales process. This involves establishing a connection with the prospect, finding common ground, and showing genuine interest in their needs and concerns. The goal of building rapport is to create a level of comfort and trust with the prospect, which can help to establish a more effective sales relationship, however, this can only be achieved by listening to the customer.
By listening, the salesperson can gain valuable insights into the prospect’s needs and preferences, which can help them tailor their approach and offer a more effective solution. Furthermore, by establishing a connection with the prospect, the salesperson can make the sales process feel less like a transaction and more like a collaborative effort. The Sandler submarine emphasizes the importance of building rapport throughout the sales process. By maintaining a collaborative approach and keeping communication open, the salesperson can build a strong relationship with the prospect and increase the chances of closing the sale.
Building rapport is a critical component of the Sandler submarine and is essential to successful sales. By establishing a connection with the prospect, the salesperson can gain valuable insights, tailor their approach, and create a collaborative environment that can lead to a successful sale. Without the head of the submarine, successfully building rapport, the submarine would be incapable of effectively traveling to its destination. A sale without the aid of effective relationship is a sale that is dead in the water.
Ethan David 
Liam Grossman
Great article Mason. This is a great summary of building rapport. Not only does building rapport serve the best interests of achieving sales, it also serves the best interests in building healthy dispositions and habits within the salesperson that will make them a better salesperson over time. Building rapport is not easy, especially in the midst of a sales when your brain naturally goes to trying to close, but over time, the fruits of this approach seem well worthwhile.
I completely agree that establishing a connection with the prospect is essential to the sales process, especially when using the Sandler submarine methodology. One reason I particularly liked your post is that you emphasized the importance of listening to the customer. Too often, salespeople focus solely on selling their product or service without taking the time to understand the prospect’s needs and concerns. By actively listening, a salesperson can gain valuable insights that can help tailor their approach and provide a more effective solution. Furthermore, building rapport helps to create a collaborative environment where the prospect feels comfortable sharing their pain points and concerns. This can make the sales process feel less transactional and more like a partnership, which ultimately leads to a better outcome for both the salesperson and the prospect. Overall, I appreciate the reminder of the importance of building rapport in successful sales. It’s a critical component that cannot be overlooked, and your post provided valuable insights on how to establish a strong relationship with the prospect. Thank you for sharing your knowledge on this topic.