{"id":2745,"date":"2017-02-11T01:09:24","date_gmt":"2017-02-11T01:09:24","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=2745"},"modified":"2017-02-11T01:09:24","modified_gmt":"2017-02-11T01:09:24","slug":"sales-funnel","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/sales-funnel\/","title":{"rendered":"Sales Funnel"},"content":{"rendered":"

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This past week, Coach DiDonato came and spoke to our class about his personal sales funnel strategy he used in the medical sales profession before transferring those skills into recruiting for the GCC football team. I enjoyed his presentation and found his method so compelling and practical that I decided to recap it for my blog post this week.<\/p>\n

Coach talked about 5 primary sections of his funnel
\n1. Pre-call analysis<\/p>\n

    \n
  1. Need Analysis<\/li>\n
  2. Need Awareness<\/li>\n
  3. Need Solution<\/li>\n
  4. Need Satisfaction<\/li>\n<\/ol>\n

    Pre-call analysis he regarded as the \u201cresearch\u201d of the prospect before selling \u2013 making sure as the salesperson you know particular facts about the person you\u2019re selling to, in order to establish a relationship and credibility. Need analysis was asking the prospect questions about their interests to further understand where your sale can pinpoint. Instead of talking \u201cat\u201d the customer, he emphasized the importance of asking continual questions to keep the customer talking. Need awareness is a more focused kind of question asking, airing on the side of \u201cprobing\u201d to understand specifically a niche area your sale connects to. Need solution is starting a statement with something along the lines of, \u201cYou\u2019ll be happy to know that _______ (something I am offering) can meet ________ (need that you have).\u201d Need satisfaction follows closely, which is the closing of the sale or when the salesperson can ask for an agreement.<\/p>\n

    One part of his strategy I had never thought about was focusing on 3 or 4 primary topic areas the client might be focused on, that can relate to your pitch or your offering. With each question, the focus topics narrow until there\u2019s a particular area of your offering your customer can relate to, further closing the sale. I appreciated how Coach related this funnel to the interview process, giving me preparation tools for my next interview, and a process of how I can talk to my strengths that is of most value to a potential employer.<\/p>\n

     <\/p>\n","protected":false},"excerpt":{"rendered":"

      This past week, Coach DiDonato came and spoke to our class about his personal sales funnel strategy he used in the medical sales profession before transferring those skills into recruiting for the GCC football team. I enjoyed his presentation and found his method so compelling and practical that I decided to recap it for […]<\/p>\n","protected":false},"author":115,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2745","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2745","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/115"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2745"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2745\/revisions"}],"predecessor-version":[{"id":2747,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2745\/revisions\/2747"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2745"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2745"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2745"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}