Inspire Your Buyers

Don’t Wing It: The Advantages of a Structured Sales Conversation

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Do you want to increase your effectiveness, build trust, and communicate more clearly? If so, a structured approach to selling conversations may be the solution you’re looking for. A clear plan and approach will give you:

Clarity: A structured sales conversation can help increase clarity by ensuring you communicate your key messages clearly and concisely. By having a clear plan and approach to the conversation, you can avoid getting sidetracked by irrelevant details or distractions, enabling you to focus on your main points.

Organization: By having a structured approach to selling conversations, you can ensure that your presentation of information is organized logically and coherently. This can make it easier for your audience to understand the information you’re presenting and follow along with your argument.

Trust: Following a structured approach can help you to build trust with your potential customer. Demonstrating that you have a clear plan and approach to the conversation shows that you take your role seriously and that you’re organized and prepared.

Effectiveness: Using a structured approach to selling conversations can increase your effectiveness by helping you to avoid common pitfalls and increase your chances of achieving your desired outcomes. This is particularly important in high-stakes situations where you’re trying to close a deal or win over a potential customer.

Efficiency: A structured approach can also help to increase efficiency by enabling you to move through the sales process more quickly and smoothly. Having a clear plan and approach to the conversation can save time on irrelevant topics or unnecessary details.

Adaptability: A structured approach doesn’t have to be rigid; it can be quite flexible. Having a basic framework, you can adapt your approach to fit your audience’s specific needs and preferences. This can help you build rapport and increase the chances of a successful outcome.

Confidence: Following a structured approach can help to increase your confidence by providing a clear roadmap for the conversation. Knowing what and how you will say it will make you feel more prepared and confident in making your case effectively.

Why Sales Should Focus on Selling “Painfully Obvious Value”

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Painfully Obvious Value

First published here. In the economic downturn of 2008, Philip Lay, Todd Hewlin, and Geoffrey Moore wrote a thought leadership piece for Harvard Business Review (HBR) entitled, “In a Downturn, Provoke Your Customers.” I give them credit for setting off a chain reaction that we now know as “Selling Insight.” Once again, we find ourselves in a … Read more

Ep. 26 How to Stop Sending “Beg Mail” and Maintain Relevancy with Anthony Coundouris

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Person working on their emails

“Beg mail is infamous for its ability to hinder the sales process by irritating buyers. You can learn how to drop beg mail for its more powerful sibling, value mail!” Episode Overview In this episode, Bruce Scheer talks to Anthony Coundouris about what you can do to add value to your emails and maximize your … Read more

Ep. 25 How to Sharpen Your Outreach Approach with Ryan O’Donnell

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Four people using mobile devices

“Every salesperson can benefit from making their outreach efforts more focused and efficient. Whether that entails building client lists or focusing on automation, today’s episode will give you the information you need to improve your sales outreach.” Episode Overview In this episode, Bruce Scheer talks to Ryan O’Donnell about the value of building a focused … Read more

Ep. 24 How to Improve Yourself Through Coaching with Danny Brown

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Two professional looking people having a discussion

“When it comes to learning as a salesperson, one essential function is opening up to coaching and feedback. This episode looks at why professional feedback matters and what you can do to become open to self-improvement.” Episode Overview In this episode, Bruce Scheer talks to Danny Brown about how seeking coaching and feedback can lead … Read more

Ep. 23 How to Understand Yourself and Connect with Buyers with Casey Murray

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Two people having a business discussion

“Contrary to popular belief, being a good salesperson isn’t just about the customer. It’s also about having a better understanding of yourself.” Episode Overview In this episode, Bruce Scheer talks to Casey Murray about the role of self-awareness in improving your connection to buyers. Casey is the President of The Virtual CRO and a sales … Read more

Ep. 22 How to Take the Cold Out of the Cold Call with Sam Richter

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Person with a headset in an office smiling

“Every salesperson worries about their strategies becoming stale, especially when approaching buyers for the first time. If you wonder how you can approach cold calls and meetings with a fresh mindset, then this episode is for you.” Episode Overview In this episode, Bruce Scheer talks to Sam Richter about the importance of research for improving … Read more

Ep. 21 How to Engage Your Customer with Your Personal Story with Mike Adams

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Diagram of Storytelling with outward arrows pointing to Trust, Memory, Words, History, Experience

“Stories are a fundamental part of who we are, but sometimes salespeople are reluctant to include them in their sales strategies. In this episode, we explore why personal stories are essential to your sales approach.”  Episode Overview In this episode, Bruce Scheer talks to Mike Adams about how to use your personal story to create … Read more

Ep. 20 How to Help Your Customer See the Business Value of Change with Darrell Amy

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Person giving a presentation

“Sometimes a sales conversation can feel like we’re speaking different languages. If you’ve ever had that experience, you may benefit from this week’s podcast on the importance of business knowledge to every sale.”   Episode Overview In this episode, Bruce Scheer talks to Darrell Amy about the importance of learning to manage and focus your … Read more

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