Select a B2B product and describe a selling scenario using the funnel. Identify
ID: 347083 • Letter: S
Question
Select a B2B product and describe a selling scenario using the funnel. Identify the likely selling work you might perform at each level of the funnel as that opportunity wends its way towards a completed sale. Use the Strategic Selling description of a sales funnel (Chapter 17 p.350) and the high level graphic below to align your actions with each step. Pages 7-9 in this week's topic outline have detail on specific steps for each stage. For example...
Narrowing the universe - I've been analyzing a database of possible prospects and discovered a company that fits my "ideal customer" concept because they are...
Above the Funnel - I have further investigated this company by doing x and y and have determined that there is a fit between...
In the Funnel - I am covering the bases to move this sale into a favorable position by...
Best Few - I am 95% certain of closing this sale and only need to do x and y to ensure that the customer's decision is finalized
There's no incorrect answer so be imaginative! But...be sure to adopt the persona of a sales person.
The Sales Funnel Data Universe ' Prospect a potential it . Above the Funnel Data Qualify a possible order Cover the In the Funnel Data verifies a possible order BaseS Clearly defined next steps...little or no luck involved Best Few Close OrderExplanation / Answer
I would like to select the Business Intelligence platform that helps the companies in analyzing their manufacturing data and help the top management in making better business decisions.
Prospect:
Use email campaigns, social media marketing, cold calling to generate leads. We are targeting only the manufacturing companies as the platform is for them. We will give a demo to the interested leads and provide a free trial to decide whether they want to buy our product. The customer sounds interested and wants to discuss further on the pricing and the maintenance.
Qualify:
The customer is interested and they want to have a call to discuss the advantages of the product and how they can customize the system to meet their business needs. They want to know the pricing structure and the technical support from us. They want to talk to the sales director and finalize the deal. The Lead development team will qualify this leads as a potential prospect.
Cover the Bases:
The customer will talk to the leadership team of our company and clarify all the doubts they have regarding the customization. They will negotiate with the pricing and come to a conclusion and agree to pay a specific price for the product. The customer will be sent an agreement with the pricing and the services they have opted for. The customer will go through the document and sign the agreement to purchase the platform license.
Close Order:
The company will share the bank account details or asks the customer to make a payment online. After the payment and the status of the lead will be converted to closed - successful. The sales team will send an acknowledgment to the customers and also the login credentials for the platform. The customers will be provided with the user kit and also the technical team contact number and email address in case they have any questions to ask.
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