It is always a worthwhile exercise for salespeople to reflect on their focus at each stage within the Sales Funnel to help them:
A quick search on Google results in +50million hits in less than 3 seconds of models, spreadsheets, flow charts etc, some have 3 steps, some up to 15 plus – it all gets very confusing, very quickly.
Leonardo Da Vinci said that “Simplicity is the ultimate sophistication”, I am by no means an artist but have tried to make it as easy as I possibly can for me and others to understand, my model below has just four stages:
I have written before about Sales Funnels and Why People Buy here.
I LOVE Zig Ziglar’s quote:
“People buy off people they like, know and trust”.
In my world where my customers differentiate through relationships and solution selling, this provides an outstanding framework for what sales people should focus on at each stage.
For sure and certain you cannot skip any part of Like, Know and go straight to Trust without paying a heavy price somewhere down the track - like a good red wine, it takes time and combined effort to win something that is both profitable and rewarding.
By overlaying Zig Ziglar’s words of wisdom over the various stages of the Sales Funnel we can understand: