Many people make their living in sales. Often those who are not in a sales profession don’t realize how much they sell. I don’t mean quantity, I mean the activity of selling. Do you understand the customer sales funnel?
A sales funnel, also sometimes known as the sales pipeline is jargon for having many opportunities that eventually result in a closed sale. People are always selling. They may be selling their ideas, their thoughts, or an alternative direction.
For everyone, sales professional or not, having a large funnel or an overflowing pipeline often feels good but it may also be deceptive.
Have some of my M&M’s, I have a five-pound bag.
My apple tree is loaded, stop by and pick some.
We just lost that sale, but no worries there are hundreds more in the pipeline.
Abundance and Complacency
Abundance may cause comfort, and with comfort comes complacency.
What is often not realized or forgotten is the scarcity of abundance. Having a sense of urgency or the realization that the funnel is nearly empty is much more productive.
The customers that you’ve talked to, the ones who have expressed interest, the quote, the sale coming next week, or the special of the month are not guaranteed. A big pipeline, the large funnel, signals that things are coming, until they don’t.
The pipeline is dry.
My funnel is nearly empty.
How do I get more sales?
Customer Sales Funnel
When you have many ideas, it seems like the possibilities are endless, so there is no need to spend energy on ideas. When your email inbox is loaded with new messages, your telephone always buzzing, and people seeking what you have your chance for complacency are much higher.
Five pounds of M&M’s are many, share some, and a loaded apple tree is a great problem, give some away.
Assuming things will always be this easy is a mistake you don’t want to make.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.