Team Selling

Abstract

An effective sales call on a prospective client requires a skill essential to the growth of a practice and sometimes even to its survival. Every call needs to be made effectively. All calls can and should be planned. In one type of sales call, several people join in making the call. Effective team selling depends on the knowledge and skills required to plan and make effective one-on-one calls and those required for good sales presentation to groups. As soon as a decision to make a team presentation is made, approval should be obtained to involve the colleagues the consultant wants to choose. Once the team is final, what the group knows about the client should be reviewed and necessary changes should be made. The outline should then be reviewed and everyone should agree on who will handle which parts. In making the presentation, the most common failures occur when team members fail to confirm the group's understanding and agreement at the end of each segment of the presentation.