Introduction to Structured Selling

After having thousands of conversations with sales professionals in many different industries, I’ve seen the same pattern many times.  Many professionals are held back by lack of structure in their sales process and sales approach.  A solid framework is vital to sales success.  Dive into structured selling with me in this mini-series.  Today I’ll answer the question, “Why should you sell in a structured way?”

Here are four questions to which you should know the answer:  (1) What is the target market you are going after?  (2) What specific solution are you selling to that target market?  (3) Do you know how many people are in your target market?  (4) Do you know how long you are going to target that specific market with your specific solution?  To have a structured sales process or campaign you must know the answer to all four of those questions.  Not to have that structure is very damaging.

For readers who have someone finding “qualified leads” for you, this particular series may not be as valuable.  You don’t have quite as much choice in terms of campaign structure and target market.  However, there are some key concepts which you can apply.  This series is targeted mainly to professionals who are trying to make something happen on their own.

Be ready to dive into this subject with me.  We’ll discuss what structured selling means, how to create a good campaign, and what’s going to allow you to be successful in the field and make money.  Don’t miss a single episode of this series.

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Terrible Advice for Young Entrepreneurs

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Structuring the Value Proposition