Hamish Knox

Videoconferencing has the potential to lead us into a serious, rapport-killing selling mistake that a whole lot of us are, unfortunately, already strongly predisposed to make.

Keeping our funnels full is an ongoing journey. Sometimes it might feel like the journey isn’t worth it. It’s worth it for the following four groups who all benefit in different ways from full funnel freedom.

Impostor syndrome strikes all of us. Especially when we’re in front of a buyer who is “above our station” or at a networking event full of “important people.”

When our sellers don’t get a “yes” from their buyer they might have been beaten. It’s more likely that they lost.

It’s our fault that the person we are talking to doesn’t answer the question we really want answered.

We all want to know how much?  All buyers are going to eventually ask that question of a seller, especially in the business to business environment where pricing may not be published.

By now most sellers understand that responding to an email that comes to info@companyname with a request for a price with “it's this much” is a quick way to create a skinny funnel; however, there is such a thing as too much questioning of a buyer.

Our buyers say a lot of things to our sellers that our sellers unintentionally misinterpret, which puts them at a disadvantage.

It's fascinating how often leaders use the word “but” to the point where it almost becomes a comma.

Networking events, particularly in the summer and towards the end of the calendar year are put forward by our sellers as “great opportunities” to fill up the funnel and ways to make new connections.