All aboard the Sandler Submarine
Sandler states that qualifying individuals will eliminate this for a salesperson
What is pressure?
Sandler says that this has no indication of decision making ability.
What is the title of the prospect?
These 5 questions comprise the News Story Approach
What is the "what, when, how, who, and why" qualifiers?
Sandler says that these 3 parts make up a presentation.
What is a beginning, middle, and end?
Traditionally, Salespeople do this first then ask for a decision last.
What is make the presentation?
In order to complete the Decision step, you have to keep the prospect this.
What is OK?
Sandler states that when asking the "Who" qualifying questions, this phrase is key.
What is "who besides you"?
This technique uses a scaled approach to gauge a prospects comfortability so far.
What is the Thermometer technique?
Before arriving at the Decision step in the process, a salesperson should have already reviewed these prior 2 steps.
What is "Pain" and "Budget"?
These 3 techniques are outlined by Sandler to help better qualify your prospects decision-making power.
What are the Intermediate, Rehearsal, and News Story Approach?
"Where in the organization are these decisions made?" is an example of this question in the News Approach.
What is the "how" qualifier?
This is the show and tell portion of a presentation.
What is the middle?
Sandler states that if the compartments of the Submarine are executed correctly, the prospect will feel like this in the sales cycle.
What is in control?
Prior to the Decision step, the prospect should agree that there are only these two answers.
What is "Yes" and "No"?
Sandler says to dig your heels in and deal with the issues of this qualifying question.
What is the "when" qualifier?
Instead of repeating a question to buy time, you should do this instead.
What is think and stay quiet?
Fulfillment, the last step in the Submarine process, is the sharp edge of this.
What is communication?
Through his story in NY, Sandler outlined that it is most important to protect this two letter acronym in a sales cycle.
What is IR, identity and role?
The general principle of the 5 question, News Story approach, is to get to this.
What is the heart of your prospects decision-making process?
When using the Thermometer technique, if a prospect is lower than this number, its cause for concern.
What is 6?