Sales Funnel – Their Mindset

Last time I wrote about Sales Funnels and our mindset, it is just as critical to be aware of the mindset of the customer so as to ensure you give yourself the very best chance to progress to the next stage in the sales cycle/ funnel.

A potential customers mindset will usually at one of three possible levels, I like to think of it as:

• Proactive
• Passive
• Regressive

There are and could be many reasons why our prospects mindset will vary at each of the Identifying / Qualifying / Satisfying / Solidifying and it is important that we respectfully treat each situation as a new set of circumstances no matter what we just walked out of.

The current prospect may not have the type of work our product or service supports, they may have long term relationships with other providers, they may be in the process of being acquired and be uncertain of their own futures – whatever the case is we need to tread carefully.
Being respectful and sensitive of their current situation, no matter what it is will establish good foundations for us to work on in the future.

In line with this, we need to make sure we keep trying, respect works both ways and if we can work with prospects constructively and positively to stay in their world but not in their face we will eventually achieve success, not on every one but most of them.

“Sales Statistics” suggest that 80% of sales are made on the 5th to the 12th contact, all of us should keep this in mind as Sales People and Sales Leaders.

I am happy to share the other statistics for anyone. Just email me.

​**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au