Team Selling

Do you use multiple resources to make a sale?

Can a communications breakdown cost you a sale?

Do your sales people make commitments your engineers won't keep?

Does your competition seem to move in 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 life of the sale. '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 - Ingredients for success

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56K  200K		 See a video presentation called "A Turkish Story of Team Selling".
  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

If you would like to develop effective Team Selling in your organization, call us today at 1-800-57-LEARN or email info@waterhousegroup.com.