Is the Sales Funnel Dead?

Aside from a better understanding of my customers buying methods, the greatest advantage I’ve noticed since implementing this system is the reduction of the adversarial mindset towards sales people. As soon as my clients recognize that my process is designed to assist them in making the best decision for their business, even if that means helping them decide on a competitor’s product, I have created a new relationship that will eventually lead to more business for me. I can even pull this out and ask them what phase they’re in, and offer help to move them through each one.

Here are a few things you can do to implement a similar approach.

1. Give up the idea that all you need to do is make more calls. Keep making calls but create a system to support the madness and find out what “phase” your prospects are in. Focus on advancing them through each phase, or letting them sit while you focus on others.

2. Use or develop a system that addresses the buyer’s needs. The United Professional Sales Association system is my choice, but others exist as well.

3. Loose the sales pitch. Instead develop a series of questions that will help you what phase your customer is in and where they are in their process.

No system can guarantee success, but given today’s business climate, and the challenges of selling today, it’s about time you put a cork in the funnel and developed a better approach.

Brian Lambert, CRSP is a Managing Partner and Chief Growth Officer with ReveGrowth, a revenue growth consultancy that helps small- and mid-sized businesses drive revenue by design. In this role he is responsible for Sales & Marketing functions as well as consulting with select clients and speaking and writing on key areas of corporate growth, sales, marketing, and service. As a growth discipline expert and thought leader on sales growth systems, individual sales performance, and sales culture, Brian has been instrumental in defining the ReveGrowth methodologies that help client companies and individuals achieve superior results. He consults with select client companies and is a sought after public speaker and author. He can be reached at http://www.revegrowth.com

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