Episode Details

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 opportun