1.What is a sales funnel ?

A digital marketing sales funnel is a combination of marketing tactics utilized to generate
traffic to your business and nurture them properly to become loyal customers who
advocate for your business.” Key Points in this article: Funnels are extremely important
for turning your web traffic into customers on automation.

 A sales funnel describes the steps an individual takes on the way to becoming your
customer. It consists of three parts:
 The top of the funnel is the marketing that attracts prospects to your business (e.g., the
advertising on your physical storefront, or the landing page of your website).

 The middle of the funnel involves all the parts of your sales process prior to the sale
(e.g., people trying on clothing in your store, or website visitors reading about the
benefits of your products).

 The bottom of the funnel is the final purchase (e.g., customers paying for clothes at
checkout, or website customers entering their credit card info to complete a purchase).

2. What are the processes and stages involved in making a sales?

The 7-step sales process

The first of the seven steps in the sales process is prospecting. In this stage, you find potential
customers and determine whether they have a need for your product or service—and whether
they can afford what you offer. Evaluating whether the customers need your product or
service and can afford it is known as qualifying.

Keep in mind that, in modern sales, it's not enough to find one prospect at a company: There
are an average of 6.8 customer stakeholders involved in a typical purchase, so you'll want to
practice multi-threading, or connecting with multiple decision-makers on the purchasing
side. Account maps are an effective way of identifying these buyers.

2. Preparation

The second stage has you in preparation for initial contact with a potential customer,
researching the market and collecting all relevant information regarding your product or
service. At this point, you develop your sales presentation and tailor it to your potential
client’s particular needs.

3. Approach

In the approach stage, you make first contact with your client. Sometimes this is a face-to-
face meeting, sometimes it’s over the phone. There are three common approach methods.

 Premium approach: Presenting your potential client with a gift at the beginning

4. Presentation

In the presentation phase, you actively demonstrate how your product or service meets the
needs of your potential customer. The word presentation implies using PowerPoint and
giving a salesy spiel, but it doesn’t always have to be that way—you should actively listen to
your customer’s needs and then act and react accordingly.

5. Handling objections

Perhaps the most underrated of the seven steps of a sales process is handling objections. This
is where you listen to your prospect’s concerns and address them. It’s also where many
unsuccessful salespeople drop out of the process—44% of salespeople abandoning pursuit
after one rejection, 22% after two rejections, 14% after three, and 12% after four, even
though 80% of sales require at least five follow-ups to convert. Successfully handling
objections and alleviating concerns separates good salespeople from bad and great from
good.
6. Closing

In the closing stage, you get the decision from the client to move forward. Depending on your
business, you might try one of these three closing techniques.

 Alternative choice close: Assuming the sale and offering the prospect a choice,
where both options close the sale—for example, “Will you be paying the whole fee up
front or in installments?” or “Will that be cash or charge?”
 Extra inducement close: Offering something extra to get the prospect to close,
such as a free month of service or a discount
 Standing room only close: Creating urgency by expressing that time is of the
essence—for example, “The price will be going up after this month” or “We only
have six spots left”

7. Follow-up

Once you have closed the sale, your job is not done. The follow-up stage keeps you in contact
with customers you have closed, not only for potential repeat business but for referrals as
well. And since retaining current customers is six to seven times less costly than acquiring
new ones, maintaining relationships is key.
3.Differentiate Marketing funnel & sales Funnel
 4. If you’re 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?
1. Listen: Listen carefully to the objection.
In selling mode we tend to speak more than listen, particularly when we get worried. Now is
the time to stop talking. Wait until the objection has been explained to you completely before
you do anything else. It’s Important to be receptive and validate their concerns.
“My concern is your delivery date does not work with our crews schedule and that will put
the whole project in jeopardy.”
2. Ask: Confirm your understanding of the objection by asking a qualifying question.
Don’t be quick to assume you understand. Confirm your understanding of the objection by
asking a clarifying question that helps you get more information about their objection. Don’t
solve until you fully understand their concerns.
“I want to be sure I understand. You won’t have the needed crew available on the delivery
date we offered ?”
3. Solve: Answer objections with the appropriate solution.
You are prepared to answer their objection with at least one appropriate solution since you
have already thought about possible objections and solutions prior to your sales call.
“What if we can move the delivery date? Will that make a difference ?”
4. Confirm: Confirm that your solution covers their objection.
If you have offered them an explanation or solution, you need to make sure that the resolution
you offered meets their need. If it does, great! If not, you need to go back and make sure you
understood the objection and offer an acceptable solution.
“If we move the delivery date, your crew will be available and you can stay on schedule, is
that correct ?”
5. Move on: If the customer is open to the solution, move on to the next step in the sales
process.
Don’t oversell your solution. Don’t get stuck. Move on to closing the sale or to the next
objection if there are more. Resist the temptation to go back to the one you already resolved.
“It sounds like changing the delivery date will make this work for you. Let’s get this order
placed today to ensure prompt delivery.”
“Once all the objections are handled, you are ready to close the deal.”
5.Explain the sales funnel with a real time example for a case study ?

While there are lots of words used to describe different sales funnel stages, we’re going to go
with the four most common terms to explain how each stage works as a consumer goes from
a visitor to a prospect to a lead to a buyer.
A visitor lands on your website through a Google search or social link. He or she is now a
prospect. The visitor might check out a few of your blog posts or browse your product
listings. At some point, you offer him or her a chance to sign up for your email list.

If the visitor fills out your form, he or she becomes a lead. You can now market to the
customer outside of your website, such as via email, phone, or text — or all three.

Leads tend to come back to your website when you contact them with special offers,
information about new blog posts, or other intriguing messages. Maybe you offer a coupon
code.

The sales funnel narrows as visitors move through it. This is partially because you’ll have
more prospects at the top of the funnel than buyers at the bottom, but also because your
messaging needs to become increasingly targeted.