Beginning in the field of computer science, Ray Leone was employed by The Atomic Energy Commission at Princeton University and later as program manager for Virginia Commonwealth University, RCA and UNISYS. Ray left that field to enter sales, becoming the top producer for two International corporations.
Ray combined his scientific background with practical field experience to develop his trademark selling program, the SALES FUNNEL®. Ray's system is taught on all five continents through licensees as well as Ray himself. Thousands of salesmasters around the world have been "FUNNELED". He has been cited by Target Training International with its President's Award for his contributions to human development.
Corporations that have retained Ray as a consultant have had amazing results. They include AT&T, EDS, Lucent Technologies, Comcast, Oracle, Wachovia, Cox Communications, Sprint, Clemson University, Canteen Vending, Scansource, Prudential, Bank Of America, Teledyne, Adecco, Duke Energy, Kemet, Rexam, and BioLab.
Kurt Kimball, Chairman, World Sales Council, Compass Group said "Our closing average has increased from 14.6% to 59.7% since we implemented Ray's system. Signing him to an exclusive contract in our industry is one of the best moves I've ever made."
Ray is the author of the national best-selling, SUCCESS SECRETS OF THE SALES FUNNEL and is the host of the radio program "Winning the Game of Life". He is a 30 year member of The National Speakers Association and is past president of NSA/Carolinas.
As a businessman, Ray is President of The Leone Resource Group and SSS Publishing. He is a sought after international speaker and consultant to Fortune 500 companies as well as small business owners.
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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The podcast, hosted by Umar Hameed, features Ray Leone, a seasoned veteran in the sales industry. Ray's journey began in computer science, where he worked for the Atomic Energy Commission at Princeton University. He then transitioned into the sales industry, where he made a significant impact.
The Art of Selling
Ray Leone shares his unique approach to sales, which involves transitioning from a salesperson to a consultant in the eyes of the client. He illustrates this with an example from his experience selling swimming pools. He would ask clients where they decided to put their primary and secondary focal points, a question that most clients hadn't considered. This approach not only helped build trust but also positioned him as a trusted advisor rather than just a salesperson.
Building Trust and Confidence
Ray emphasizes the importance of building trust and confidence with clients. He shares an example of how he used to ensure safety in the design of swimming pools by incorporating a double main drain to prevent accidents. This approach not only addressed a significant safety concern but also demonstrated his commitment to the client's well-being, thereby enhancing trust.
Hiring the Right People
Ray also discusses the importance of hiring the right people. He explains that people often hire others who are similar to themselves, which may not always be the best approach. Instead, he suggests creating a benchmark based on the criteria of the job, not personal beliefs. He uses three sciences for the benchmark: personality styles, motivators and values, and acumen, skills, and brainpower.
The Power of Deficit Questions
Ray introduces the concept of "deficit questions," which are questions that create a deficit in the comfort level of the client. These questions are designed to uncover areas of potential concern or areas where the client may lack knowledge. By addressing these deficits, a salesperson can position themselves as a solution provider, thereby building trust and enhancing the likelihood of a sale.
Ray Leone's approach to sales is both insightful and effective, focusing on building trust, understanding the client's needs, and positioning oneself as a consultant rather than a salesperson. His strategies are applicable to both B2C and B2B sales, making them versatile and valuable for anyone in the sales industry.
Ray's insights and strategies are a testament to his expertise in the field, and his ability to adapt and evolve his approach to meet the needs of his clients is truly inspiring. His focus on building trust and understanding, rather than simply pushing for a sale, is a refreshing and effective approach that many could learn from.
Questions & Answers
Who is Ray Leone and what is his background?
Ray Leone is a seasoned veteran in the sales industry. His journey began in computer science, where he worked for the Atomic Energy Commission at Princeton University. He then transitioned into the sales industry.
How does Ray Leone approach sales differently?
Ray Leone's approach to sales involves transitioning from a salesperson to a consultant in the eyes of the client. He does this by asking insightful questions that most clients hadn't considered, positioning himself as a trusted advisor.
What is the significance of the primary and secondary focal points in Ray's sales approach?
In Ray's sales approach, the primary and secondary focal points are key considerations in the design of a product, such as a swimming pool. These focal points help to ensure the product is designed with the client's needs and preferences in mind.
How does Ray Leone build trust and confidence with his clients?
Ray Leone builds trust and confidence with his clients by addressing their concerns and demonstrating his commitment to their well-being. For example, he used to ensure safety in the design of swimming pools by incorporating a double main drain to prevent accidents.
What is Ray Leone's approach to hiring the right people?
Ray Leone believes in hiring the right people based on the criteria of the job, not personal beliefs. He suggests creating a benchmark for hiring using three sciences: personality styles, motivators and values, and acumen, skills, and brainpower.
What are the three sciences Ray Leone uses for creating a benchmark in hiring?
The three sciences Ray Leone uses for creating a benchmark in hiring are personality styles, motivators and values, and acumen, skills, and brainpower. These help to ensure that the right person is hired for the job based on the job's specific requirements.
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