Post Sell in the sandler submarine

In today’s competitive business landscape, it is becoming increasingly important for companies to focus not just on making the sale, but also on building lasting relationships with customers. Post-sell, or the process of continuing to engage with and support customers after the sale has been made, is a critical component of building long-term relationships and ensuring customer satisfaction. The Sandler Submarine technique provides a valuable framework for implementing effective post-sell strategies. The Sandler Submarine technique is based on the metaphor of a submarine, with four distinct levels of engagement: the surface level, the periscope level, the conning tower level, and the deep dive level. Each level represents a different stage of engagement with the customer, from initial contact to ongoing support and follow-up. At the surface level, the focus is on making the initial sale and establishing a basic level of trust and rapport with the customer. However, it is at the periscope level where the post-sell process truly begins. This level is all about gathering information and identifying the customer’s specific needs and pain points. By asking open-ended questions and actively listening to the customer, salespeople can gain a deeper understanding of the customer’s goals and challenges, and begin to develop a more personalized approach to post-sell engagement. The conning tower level is where the relationship-building really begins. At this stage, the focus is on providing ongoing support and follow-up to ensure the customer’s needs are being met and that they feel valued and supported. This can include regular check-ins, providing additional resources or support, or simply being available to answer questions and provide guidance. Finally, at the deep dive level, the focus is on truly becoming a trusted advisor to the customer. This involves going beyond basic support and engagement and taking a proactive approach to helping the customer achieve their goals and overcome their challenges. This may involve providing customized solutions, connecting the customer with other resources or experts, or simply being a sounding board for their ideas and concerns.