The Sales Funnel and Why People Buy

In February 2020, I googled “Sales Funnel” and got 45 million hits in 3.4 seconds, this year I got 52 million hits in the same time frame. Spreadsheets, diagrams and flow charts with anywhere between 3-12 stages; it all gets very confusing so VERY quickly; but it doesn’t have to be.

Albert Einstein said, “if you can’t explain it simply, you don’t know it well enough”.

The Stages are fairly straightforward; Identify, Qualify, Satisfy, Solidify.

I LOVE Zig Ziglar’s quote, “People buy off people they like, know and trust”.

When differentiating through relationships and solution selling, this question provides an outstanding support framework for what a salesperson needs to focus on during each stage.

One needs progress through each in order;

  • If you can’t get someone to LIKE you, things aren’t going to progress.
  • You also then need to get to KNOW them so as to gather as much quality information as you can, to accurately diagnose an effective solution, get this wrong and you’ll pay a heavy price.
  • If you perform well, you will create better relationships based upon TRUST leading to more opportunities in the medium to long term.
  • Finally, it’s very difficult to TRUST someone you don’t LIKE.

If you’d like to learn how to sell something that won’t come back to someone who will, feel free to PM me for details of my next B2B Course.


Charlie Pidcock