6. Ray Leone’s Sales Funnel®
Matching modalities, spatial
selling, monetizing, the WITY,
three-level questions, land mines,
deficit questions, latent pain,
buyers grids, DISC, resonating &
position statements are what Sales
Funnel selling is all about
7. .It is a 3 dimensional,
scientifically designed
process that is not
dependent on
guesswork or
intuition
8. It is a system that is
teachable, measures skills,
allows the effectiveness of
the presentation to be
monitored as it is given, and
dramatically increases
closing averages.
22. Deficit Questions
• What is your knowledge asset to
book value ratio?
• How does your engagement
index compare to the global
average?
• How accurate is your success
probability formula at predicting
23. • How many of your contracts are
based on a single relationship?
• What benchmarking process are
you using to assure that new
hires will perform at a high level?
• Can your sales team deliver the
agreed upon responses for the 5
major objections?
24. We do not puke!!!
• Solutions to problems are
easy. The real skill is in
accurately defining the
problem.
• We differentiate ourselves by
providing a better solution to
a more well defined problem.
25. Solution vs Insight Selling
Solution
Engage after a customer has
identified a problem.
Insight
Engage before the customer
has identified a problem
26. Orgs need to fundamentally
change how they teach
sales – Corporate Executive Board
•You are ahead of
the competition if
trained on SF
27. Reps must engage
customers well before
customers fully
understand their own
needs. To win, you’ve got
to get ahead of the RFP.
RFP
27
29. • Customers no longer need a
salesperson to learn about a
company’s offering or to
place an order. Sales now is
more about helping
customers define the problem
they are trying to solve and
assemble a complete 29
30. Chally Group discovered
that 39% of B2B buyers
select a vendor according
to the skills of the
salesperson rather than
price, quality, or service.
30
31. A recent CEP study of more
than 1,400 B2B customers
found that they completed
nearly 60% of a typical
purchasing decision before
even having a conversation
with a supplier. 31
32. Traditional reps are at a
distinct disadvantage in this
environment, a select group of
high performers are
flourishing. These superior
reps have abandoned much of
the conventional wisdom
taught in sales organizations.
32
33. They seek out a different
set of stakeholders,
preferring problem owners.
Coach those problem owners
on how to buy, instead of
following the company’s
purchasing process
33
34. These sales professionals sell
differently. This means that boosting
the performance of average
salespeople isn’t a matter of
improving how they currently sell; it
involves changing how they sell. To
accomplish this, organizations need to
fundamentally rethink the training
and support provided to their reps.