FM Walsh & Associates Inc.

The Sales Funnel

Success in sales is a juggling act – you need to be able to find new prospects, get meetings, close deals, AND deliver to existing customers!  It is enough to drive a girl crazy.

This is the time to make the final big push to bring your sales numbers in so you can toast your success at the end of December and be very proud when you look back at your results!  What kind of sales numbers do you want to bring in by December 31st?  Write that number down right now.  It is not real until it is written down.

The most important sales tool you can use is a sales funnel.  You cannot keep stuff on prospects, and clients in your head or even in files.  For successful selling you need to keep all the information on what you are working on in one place – your sales funnel.   A funnel has 3 basic parts to it:

Prospects:  a list of companies or people that you think might be a good fit for your product or service.

Leads:  these are people you have made contact and they have a definite need for your product or service.

Clients:   this is the list of people who are buying from you.  These are actual sales.

You can use paper, an excel spreadsheet or a CRM package – whatever you prefer.  The most important thing is that you have one at your fingertips and that you look at it every week.