BRX Pro Tip: Links on the Chain Method for Selling
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, talk a little bit about – I’m going to call it yours. I don’t know if you invented it or just came across it and have really refined it over the years – this methodology, this links on the chain method for selling.
Lee Kantor: [00:00:20] At Business RadioX, we use the metaphor links on a chain to describe our sales process. In that, every action is a link on the chain that elegantly leads to the next action. And so, at Business RadioX, our first link is deciding who would make a good guest on one of our shows. That leads to the next link, which is inviting that person on a show. And then, we schedule that person on a show. Then, we interview that person on the show. Then, we thank them for being a guest on that show. And then, at some point we try to sell them something.
Lee Kantor: [00:00:54] So, those are our kind of basic links on the chain of our sales process or our sales funnel. What are the links on your sales chain? Do you have an organized method of moving people through a funnel? In our case, we’re using chain instead of funnel, but it’s the same kind of concept. Is there an elegant way that your prospect moves step-by-step through your system so they can learn more and see if you’re the right fit for them?
