Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 48. The Sales Funnel

Ray Leone

Leone Resource Group

The Sales Funnel is the most copied system in sales, but there is only one true Sales Funnel. I developed it in 1972 and used it to become the top producer in two different industries. If you think you know what it is, you are in for a shock. It has nothing to do with lead generation and everything to do with what happens once you are in front of a client or prospect. It is the psychological process that maximizes your chance of making the sale.

Having said that, let's begin as I begin all of my sales seminars, with the statement that "You should only present to people that agree to buy first. If you did that, would your closing average go up?" The look on your face right now is probably the same look that I see in audiences, one of doubt. Well, that is exactly what happens when you use my Sales Funnel system. The foundation upon which the Sales Funnel system is based is that the sale is made before the presentation begins.

The SF has three phases and thirteen steps. The three phases are Research, Education, and Dream Fulfillment, with the sale being made in the Research Phase. The Research Phase is when we are becoming the emotional twin of our prospect, uncovering pains, needs, wants, buying criteria, dominant buying motives, personality types, and potential objection. We are positioning ourselves as problem solvers and increasing our credibility. Most importantly, we are increasing the client's reliance on us for a proper ...