The Right Way to Team Sell Happens Before You Open that Door

Team selling can be enormously rewarding…not only financially but in the satisfaction you gain from working together toward a common goal.

It is surprising, however, that few teams invest the time it takes to prepare a truly impressive meeting with or presentation to their potential buyers. According to solution selling training experts, sales team members often assemble just minutes before the client meeting for a quick session on who will be there, which role each will play, and generally what the customer wants.

Don’t miss an opportunity to “wow” your client with a smooth, well-coordinated and customized presentation by doing what it takes beforehand:

1. Audience: Brief team members on who will attend the session, what roles they play in the organization, their background and style, their part in the sales process, what they care about most and why.
2. Company: Describe the client company in terms of its industry, its market, its culture, its products/services and why they have invited your team to present.
3. Point of View: Establish a main message and point of view for the presentation based on what matters most to the client (not you or your firm).
4. Practice, Get Feedback and Adjust:

A.    Gather the team together (at least on the phone) for a run-through of what each person will cover so your presentation is well-integrated and thorough. 

B.    Role-play potential customer questions, concerns and objections and agree upon how each will be handled. 

C.    If possible, review your high-level plan and recommendations with a client insider that can provide candid feedback.