Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings https://www.mheducation.com/cover-images/Jpeg_400-high/1259861155.jpeg 1 9781259861154 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.
Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings

Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings

1st Edition
By Michael Dalis
ISBN10: 1259861155
ISBN13: 9781259861154
Copyright: 2017
09781259861154

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ISBN10: 1259861155 | ISBN13: 9781259861154

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Program Details

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