Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings
Foreword
Preface
Introduction
PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT
CHAPTER 1 The Super Seller model
CHAPTER 2 Enter the selling squad
CHAPTER 3 All in or all out
CHAPTER 4 Pressure creates diamonds…or dust
PART II: BUILDING SELLING SQUADS THAT WIN
CHAPTER 5 A foundation of trust and credibility
CHAPTER 6 The Build Process
CHAPTER 7 CREATE: Choosing the puzzle pieces
CHAPTER 8 ORGANIZE: Planning your work together
CHAPTER 9 PRACTICE: Finding your flow
CHAPTER 10 EXECUTE: Carpe Diem
CHAPTER 11 RE-GROUP: Coordinating follow-through and growth
PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION
CHAPTER 12 Special tips for and about senior executives on selling squads
CHAPTER 13 Special tips for and about subject matter experts on selling squads
CHAPTER 14 Hitting the “ICE” button
CHAPTER 15 Special tips on co-selling with affiliates and partners
CHAPTER 16 Selling squads and price negotiations
CHAPTER 17 Boosting your selling team's selling energy
CHAPTER 18 Creating a more collaborative culture in your organization
CHAPTER 19 CONCLUSION: Your commitments
Bibliography
Acknowledgments
Index
Build a championship sales team that prepares, practices, and plays in sync—and closes every deal
Gone are the days of meeting a client for lunch, chatting about your product, and closing the sale over dessert. Buyers today look very differently from those of the past. They make networked purchasing decisions by committee, with diverse roles, interests and backgrounds. With access to more information and a greater ability to share it, they demand value, access and alignment from their counterparties.
Sales is now a team sport, and to win you have to build and manage selling squads that work in complete alignment—not just during client meetings, but before and after, as well. In Sell Like a Team, Michael Dalis, a senior consultant at the legendary sales training firm, The Richardson Company, guides you through the process of creating and managing selling squads that execute and win in every sales meeting or pitch.
Winning selling squads are fueled by trust. There is an effective leader and every member knows his or her role. They plan, practice and make adjustments together. During customer meetings, they execute as a unit. And afterward, they debrief together so they can advance the sale, replicate the high points and eliminate the low ones in future meetings.
In today’s competitive market, the difference between the winner and all the others is a lean at the tape. There’s a world of difference between teams that are qualified and those that win. This groundbreaking guide provides everything you need to create and organize selling squads that win more and win big.