2022 Conference, Tyler Wruck - Sandler Training "The Sales Submarine"

Introduction

This tutorial outlines the key principles and steps from Tyler Wruck's presentation on "The Sales Submarine," a framework developed through Sandler Training. The insights shared in this tutorial are designed to enhance your sales skills by focusing on behavioral change and effective questioning techniques. Whether you're new to sales or looking to refine your approach, these steps will help you create a positive impact in your interactions with clients.

Step 1: Embrace Continuous Improvement

• Recognize that sales is a skill that can always be developed.
• Commit to ongoing learning and self-reflection.
• Seek feedback from peers and mentors to identify areas for growth.

Step 2: Understand the Art and Science of Sales

• Acknowledge that sales involves both emotional intelligence (art) and data-driven strategies (science).
• Use emotional connections to build rapport with clients.
• Rely on data to inform your sales tactics and understand market trends.

Step 3: Gather Relevant Data

• Identify the type of data that is useful for your sales process, including:
  • Customer demographics
  • Purchase history
  • Feedback and testimonials
• Regularly analyze this data to tailor your approach to different clients.

Step 4: Follow the 7 Steps of the Sandler Submarine

1. Bonding and Rapport
   • Build trust with your prospects through genuine conversation.
2. Uncovering Pain
   • Ask open-ended questions to discover the challenges your prospects face.
3. Budget
   • Discuss financial parameters early to ensure alignment on worth.
4. Decision
   • Clarify the decision-making process for your prospects.
5. Fulfillment
   • Present solutions that directly address the identified pain points.
6. Post-Sell
   • Confirm the sale and ensure the customer feels valued to prevent buyer's remorse.
7. Referral
   • Ask for referrals to expand your network and reach.

Step 5: The Importance of Questions

• Use questions strategically to engage your prospects:
  • Open-ended questions to encourage detailed responses.
  • Closed questions to confirm specific details.
• Connect your questions to the emotions of your prospects to deepen the conversation.

Conclusion

Incorporating the principles of the Sandler Training and the steps of the Sales Submarine can significantly enhance your sales technique. Focus on continuous self-improvement, leverage both emotional and data-driven approaches, and utilize effective questioning to build strong relationships with clients. As you practice these strategies, aim to create a positive impact not only on your sales but also on the lives of those you engage with. Consider implementing these steps in your next sales conversation to see immediate benefits.