Pre-Interrogation

Assessment

1. What is a sales
funnel?
Ans.The sales funnel
(also known as a
revenue funnel or
sales process) refers
to the buying
process that
companies lead
customers through
when purchasing
products. The
definition also refers
to the process
through which a
company finds,
qualifies, and sells its
products to buyers.

2. What are the

processes and
stages involved in
making a sale?
Ans.In general, there
are four main stages:
Stage 1:
Awareness
The first of the sales
funnel stages is
called the
“awareness” level,
because it's where
people first become
aware of your
product or service.
They may hear about
you from your
advertising, social
media, even word of
mouth.
How and why those
people move down
the sales funnel
depends on your own
sales and marketing
ability, of course. The
leads in the middle
and lower sales
funnel stages are
those that you want
to pay the most
attention to, because
they've moved
beyond awareness to
interest.
Stage 2: Interest
Once prospects have
learned about your
brand, theyʼll
evaluate it based on
their interest level.
Theyʼll think about
the problem theyʼre
trying to solve and
conduct competitive
research to make
sure your offering is
the best solution.
Stage 3:
Decision
Armed with
information about
your company,
prospects will dig
deeper into your
pricing and
packaging options.
Sales pages,
webinars, and calls
are helpful in this
stage to help sway
prospects to make a
purchase.
Stage 4: Action
All your work comes
down to this stage:
whether the prospect
makes a purchase or
not. If they didnʼt, the
deal isnʼt lost forever.
You can create
nurture campaigns to
make sure you stay
top of mind.

3. Differentiate
Marketing funnel &
Sales Funnel?
Ans.
Marketin Sales
g Funnel
g Funnel Funnel
A On the
marketin other
g funnel side, the
is the sales
high- funnel is
level the
strategy process
to guide whereby
custome you plan
rs from to get
absolutel people to
y take
unaware action —
of your either
brand to logging
actual, in to your
loyal email list,
custome purchasi
rs.  ng a
 product,
The or
phases participa
of the ting in an
marketin event.
g funnel,
therefore Itʼs a
, start at series of
raising sites that
awarene are made
ss and to
make it seamless
to the ly
end with persuade
conversi a
on. custome
r to go
from
point A
(i.e. be
 inquisitiv
e about
your
product)
to point
B (i.e
purchasi
ng your
product).
In that
way, a
sales
funnel is
actually
a part of
the
marketin
g funnel
4. If youʼre facing
any objection from
your leads and how
are you going to
overcome them in
order to convert
them to a valuable
customer of our
corporation?
Ans.Follow 4-Step
Approach to
Overcome Sales
Objections
 
Listen
Understand
Respond
Confirm

1. Listen- Fully to
the Objection
Your first reaction
when you hear an
objection may be to
jump right in and
respond immediately.
Resist this
temptation. When
you react too quickly,
you risk making
assumptions about
the
objection. Instead:
Take the time
to listen to the
objection fully
Don't react
defensively
Train yourself
to ignore any
negative emotions
you may be feeling
Stay focused
on what the buyer is
saying and the
business problem
youʼre helping to
solve
Listen with
the intent of fully
understanding the
buyer's concerns
without bias or
anticipation
Allow your
body language and
verbal confirmations
to communicate to
the buyer that you're
listening intently 
2.Understand- the
Objection Completely
Many objections hide
underlying issues
that the buyer can't
or isn't ready to
articulate. Often the
true issue isn't what
the buyer first tells
you. It's your job to
get to the heart of
the objection—to
fully understand it
and its true source.
To do this, ask
permission from the
buyer to understand
and explore the
issue. From there,
restate the concern
as you understand it.
Sometimes when you
restate the objection,
the buyer sees the
issue more fully, and
you get closer to the
true source of the
objection as a result.

3. Respond -
Properly
After you're confident
you've uncovered all
objections, address
the most important
objection first. Once
you work through the
greatest barrier to
moving forward,
other concerns may
no longer matter as
much to the buyer.
You should do your
best to resolve their
issue right away if
possible. The more
effectively you can
resolve issues in real
time, the greater
chance you have of
moving the sale
forward.

4. Confirm -You've
Satisfied the
Objection
Once
you've responded to
the buyer's
objections, check if
you've satisfied all of
their concerns. Just
because they nodded
during your response
doesn't mean they
agreed with
everything you said.

5. Explain the sales

funnel with a real
time example or a
case study.
Ans.Imagine that you
own an ecommerce
business that sells
vintage signs. You
know that your target
audience hangs out
on Facebook a lot
and that your target
customers are males
and females between
25 and 65 years of
age.
You run a fantastic
Facebook Ad that
drives traffic to a
landing page. On the
page, you ask your
prospect to sign up
for your email list in
exchange for a lead
magnet. Pretty
simple, right?
Now you have leads
instead of prospects.
Theyʼre moving
through the funnel.
Over the next few
weeks, you send out
content to educate
your subscribers
about vintage signs,
to share design
inspiration, and to
help consumers
figure out how to
hang these signs.
At the end of your
email blitz, you offer
a 10 percent coupon
off each customerʼs
entire first order.
Bang! Youʼre selling
vintage signs like
crazy. Everyone
wants what youʼre
selling.
Next, you add those
same customers to a
new email list. You
start the process
over again, but with
different content.
Give them ideas for
gallery walls, advise
them about how to
care for their signs,
and suggest signs as
gifts. Youʼre asking
them to come back
for more.