Beginning the Path to Yes

The selling profession is often misunderstood and underestimated by many people unfamiliar with the skills and knowledge needed to succeed in this field. My own children, for example, had no idea what I did as a salesperson when they were growing up. They only knew that I drank coffee and made friends with different people. While this is partly true, there is much more to the sales profession than just being friendly and pleasant. Selling involves a systematic process of identifying, qualifying, presenting, negotiating, and closing opportunities with potential customers.

A common metaphor for the sales profession is that of an iceberg. The visible part, which stands for the actual interaction with the customer, is only a tiny fraction of the whole. Behind the scenes, a lot of preparation and effort goes into making a successful sale. A salesperson must work hard to secure an appointment, master their product or service knowledge, and research their prospect's needs and preferences. These are the hidden aspects of sales that require dedication and skill.

In this episode, we will introduce you to the sales pipeline or funnel, a tool that helps salespeople manage their time and activities. The pipeline or funnel represents the different stages of a sales cycle, from finding prospects to closing deals. The pipeline is visualized horizontally and displayed vertically, but the underlying idea remains the same: to move prospects from one stage to the next until they become customers. I will explain each step and its importance for success while also introducing common terms and definitions used in the sales profession. As a salesperson, the pipeline was a wonderful tool to helped keep the sales process moving. It was very satisfying.