• Posted On Thursday, March 24, 2016 by Robert Smith

    Understand the Sales Funnel

    What is a sales funnel and how can it help you become a better salesperson? A sales funnel is essentially a methodical process through which a prospect is nurtured into a paying customer. The funnel begins with prospects at the top, before they are even aware of you or your company. A skilled salesperson will nurture them into through the various steps in the process. Middle stages of the sales funnel may include cold calling, follow-up calls and emails, face-to-face meetings, etc. 

    It is very important for sales leader and sales reps to understand the steps and expected timing of their company's sales funnel. Understanding, then disectiing the process to identify the weak links in the process has the potential to have a huge impact on revenue. 

    Research Prospects Before Contacting

    The more you know about a prospect, the greater your chances of converting them into a customer. Unfortunately, many sales professionals make the mistake of contacting random prospects without first researching them. By taking a few minutes to learn about the prospect's company, additional decision makers, their project size, timetable, and other details. Customizing you approach to each prospect will immediately improve your rapport with prospects. 

    Many businesses use sales leads' industrial project reports or office relocation leads to quickly learn more about a prospect prior to making a phone call. Specifically referencing the prospects project in your call gives the impression that you have done the pre-call work. 

    Emphasize Customer Satisfaction

    Customer satisfaction is critical when introducing your products or services to prospects. Implement a sound referral program so you don't have to spend so much time hunting for sales leads. If a customer is happy with his or her order, they may recommend your business to other prospects, some of whom may also recommend it to their friends – and the cycle repeats. On the other hand, customers who are dissatisfied may also share the news, making it that much harder to generate future sales.

    Create a Personal Connection with Prospects

    Rather than using the same cookie-cutter approach to pitching your service, you should work to create a personal connection with prospects. Doing so will encourage prospects to take action by making them feel more comfortable and complacent.

    Here are some tips to create a more personal connection with prospects:

    • Address prospects by name instead of using “sir” or “mam.”
    • Include prospect's name in marketing emails and digital messages.
    • Share a personal story with prospects.
    • Place yourself in prospect's shoes to gain a better understanding of their needs.
    • Offer to visit prospects for a face-to-face meeting.
    • Include your actual photo in digital messages so that prospects will know exactly to whom they are speaking.


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