--- title: "Structure of a sales conversation" description: "Six phases that every planned sales meeting should follow." canonical: https://tomsharman.com/bookshelf/oversubscribed/structure-of-a-sales-conversation/ updated: 2026-11-03 --- # Structure of a sales conversation > Six phases that every planned sales meeting should follow. Daniel Priestley's framework, from Oversubscribed, pp. 169 to 169. Framework 14 of 21 from [Oversubscribed](https://tomsharman.com/bookshelf/oversubscribed/index.md) by Daniel Priestley. Category: Sales and negotiation. ## The steps 1. **Rapport.** Discover common ground and an openness to engage. 2. **Discovery.** Find what the person is trying to achieve, their frustrations, preferences and why they began looking. 3. **Confirming.** Check the information and be sure you can make a recommendation. 4. **Advising.** Share insights, methods and solutions with the key features, advantages and benefits. 5. **Discussing.** Test fit, tailor the solution and negotiate flexible parts. 6. **Completing.** Confirm the sale, do the admin and update the CRM with next steps. ## Where it comes from From chapter: THERE'S A STRUCTURE TO SUCCESSFUL SALES CONVERSATIONS, pp. 169–169 A sales meeting should follow a planned, rehearsed structure or it drifts into chit-chat. Priestley lists six phases: rapport, discovery, confirming, advising, discussing and completing. Many scheduled meetings last one hour, so you need a plan for using the time. Rehearse the script, identify the weakest phase and improve it, since an unstructured chat will not perform near a planned presentation. ## The animation 24 seconds, 4:5, no sound. - MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/structure-of-a-sales-conversation.mp4 - MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/structure-of-a-sales-conversation-dark.mp4 - Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/structure-of-a-sales-conversation.png - Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/structure-of-a-sales-conversation-dark.png