Mastering Sales Conversations through Decision-Making Science

We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft.

Meet Tim Riesterer

• Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management.
• Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008.
• He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book.   

Importance of Value Conversations

• Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand.
• How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline?
• By having conversations with prospects that help educate them and bring value to them!

The Three Value Conversations

• Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects:
• The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you.
• Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems.
• Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of most opportunities have a CFO as a contact. Learn how companies make money to get in front of the CEOs and move deals forward.

Whiteboard vs. PowerPoint Presentation

• Most people think it’s a better idea to create these beautiful PowerPoint presentations so others won’t get bored while they’re talking.
• Tim did research on this and found that people actually prefer to watch a simple whiteboard stick figure story than a creative PowerPoint presentation.
• You’ll be surprised how much more credible and engaging you seem by just drawing on a whiteboard with a marker and talking to your audience.

“Value is created when a salesperson’s lips move.” - Tim Riesterer.

Resources

Corporate Vision’s Website 

Tim’s on Twitter @TRiesterer

Get Tim’s book on Amazon 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com