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Team Selling Happens When You Sell the Team
Featured Author:
Shane Gibson
Shane Gibson is a Vancouver-based International Speaker, author and Global Entrepreneur who has addressed several thousand people over the past thirteen years on stages in North America, Southern Africa and South America. He is quickly becoming known as one of Canada’s foremost speakers on the topic of sales performance. As a trainer, coach and motivational speaker he combines a diverse background in sales force leadership, new entrepreneur development and extensive sales and leadership coaching.
Shane is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.
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Shane Gibson
Edification is what they refer to it as in the direct sales industry. When selling in a team, edification or promotion of our team mates ensures that the whole team can contribute to closing the deal and servicing the client.
Every team has a rainmaker, or star and they ’re often the senior sales rep, sales manager, or even the CEO. In complex or high level project selling, these stars need the whole team to collaboratively sell and service the client.
Too often the lead seller and provider dominates the pitch when courting the client, and then later on they wonder why the rest of the team can ’t do their part and close the deal. If you ’re the point person in a team sell, make sure you known why everyone of your team mates is talented and important to the deal, and the client. Most importantly find tasteful and timely ways to demonstrate their purpose and importance to the client and the success of the solution when presenting your product as a team.
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Every sales person and executive has experienced meetings where one person dominates the sale in a team sell format. They sometimes neglect to tell the client, why they even brought their team mates, and what they can do for them. Then they expect the team to have the credibility needed to close the deal and service the client.
By knowing the value of each team member and discussing as a team how we can maximize everyone ’s profile we allow the whole team to contribute to closing the deal. This strategy also takes the weight off of the CEO, Sales Manager, or Senior Sales Rep. It all comes back to the question “imagine what we could achieve if we didn’t care who got the credit.”
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