Overview
Build a championship sales team that prepares, practices, and plays in sync-and closes every dealGone 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.
Full Product Details
Author: Michael S. Dalis ,
Michael Anthony
Publisher: McGraw-Hill Education on Brilliance Audio
Imprint: McGraw-Hill Education on Brilliance Audio
Edition: Unabridged
Dimensions:
Width: 16.50cm
, Height: 1.90cm
, Length: 14.00cm
Weight: 0.181kg
ISBN: 9781543663792
ISBN 10: 1543663796
Publication Date: 24 October 2017
Audience:
General/trade
,
General
Format: Audio
Publisher's Status: Active
Availability: In Print
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Author Information
Michael Dalis is a senior consultant, sales coach, and workshop facilitator for The Richardson Company, a global leader in sales training and sales effectiveness. He teaches teams, leaders, sales professionals, and subject matter experts how to hone their sales skills and prepare to win high-stakes meetings. Dalis focuses on B2B organizations with a specialty in financial services, consulting, and technology. He also provides deal coaching to select companies through DRIVE Sales Consulting.
