With similar competitor products, the differentiator becomes your impact on the customer.

Selling is motivating customer commitment:

  • transferring knowledge / information
  • understanding the customer’s needs
  • convincing the customer that you have something they need
  • understanding your competition
  • standing out from the competition
  • talking to the right person

The Sales Funnel is a way to ensure you have understood the customer’s need. This will give you the clarity to understand whether the solution you have will meet this need, so you can progress to closing the sale.

The approach has 5 steps.

1. Motivator 2. Open Neutral Question (ONQ) 3. Open Leading Question (OLQ) 4. Closed Question (CQ) 5. Summary 6. More >