Sandler’s submarine provides a model of how to dive deep into the clients needs and their concerns. Its a approach that fosters finding hidden opportunities within sales and getting success. First step of Sandler’s submarine is bonding and rapport. This is done through using empathy and building a mutual relationship with a prospect. This is a key step as it sets up the rest of the sales process. The next step is providing an upfront contract, and this makes the relationship built with the prospect truly mutually beneficial and provides creditability for the salesperson. An example of this would be asking the prospect to let you know if this sales relationship is not going to work. This eliminates wasting both of the parties time within the sales process. With all of this said this leads into the most important part of the submarine which is pain.
This is where you diver deeper and deeper into the waters. Through this next step you dive deeper and deeper into what the prospects pain is. Through general to more specific questions you can uncover problems the prospect may have. You may find concerns they have or even budget restraints. Through probing questions you can dive deep into these concerns. Ultimately this brings you to the next step which is budget. This is where I will leave off this look at diving deep into the waters in Sandler’s Submarine.
BoweryJE22
Sandler’s submarine is an interesting concept, but I like the way this post explains diving deeper through it. Discovering pain to the depths of it so someone has all the information can allow them to accurately provide solutions to the problems people are facing.