Team Selling Training

"Team Selling contains critical skills required to sell major accounts a complex array of products and services. Companies that fail to use Team Selling concepts risk leaving their customers underserved and their offerings undervalued."
- Richard Reese
  Chairman/CEO Iron Mountain

• Do you use multiple resources to make a sale?
• Can a communications breakdown cost you business?
• Do your sales people make commitments your support staff won't keep?
• Does your competition seem to respond faster than you do?

If you answered "yes" to any of the questions above, Team Selling might be the answer for you.

For many companies, the days of selling to the buyer alone are dead. Your company sells products that have an enterprise-wide affect on the client and, therefore, require approvals at many levels.

Success in these complex sales is the result of clear planning and effective execution. They require the careful coordination of many resources on both the selling and client side throughout the sales process. 'Team Selling' offers the most effective approach to consistent success in this style of selling.

What is team selling?

Simply put, team selling is using the full resources of your company to sell an account through all of their relevant decision-makers.

The goal of team selling is to establish a deep, lasting, profitable relationship between people, products and companies.

Why do we need Team Selling?

1. Decision-making happens at many levels in the client's organization.
2. No one person can know enough about every product and service to complete the sale at every level.
3. Long-term sales require company-level commitments.

How can we team-sell effectively?

1. We can use a team approach to selling, which encourages people within your company to work together to achieve a common result.
2. Increase our ability to sell to senior management. Since enterprise-wide sales must be approved at the top, our ability to sell there is critical.
3. Develop an effective planning process for the sale.

Team Selling Training - Ingredients for success

1. Defining Roles
2. Resources Management
3. Successful Team sales meetings
4. Effective Team communications
5. Managing internal and external politics
6. Dealing with "account ownership"
7. Selling to top management
8. Understanding why your clients buy
9. Researching your client
10. Planning for Results
11. Partnering for success

Download our TeamSelling™ (pdf) brochure

If you would like to develop effective TeamSelling™ in your organization, talk with us about our Team Selling Training. Call us today at 1-800-57-LEARN or email info@waterhousegroup.com.

After all, we wrote the book:

The Team Selling Solution: Creating and Managing Teams That Win the Complex Sale Done poorly, team selling wastes resources and hinders progress. Done correctly, team selling increases sales, reduces costs, and improves customer satisfaction. In this book I will show you some proven methods of using team selling to dramatically increase your sales while controlling costs and increasing customer satisfaction. "Team selling" is not the goal: the goal is good team selling. More information