| Team selling is a secret weapon to increase sales. A combination of an account manager and technical specialist (SE) can be made even more potent by planning sales calls with the seven steps of Track Selling. Here's the specifics....
Imagine a software salesperson paired with a computer hardware salesperson. Prior to each sales call, the hardware salesperson - who owned the account - would brief his software counterpart as to how they would go through each call using the seven steps and passing a proverbial baton back and forth.
For example, the computer hardware rep would begin the conversation with Step one - Approach to build rapport and introduce the software person.
Then they would team-up through Qualification; both salespeople asking questions about hardware and software needs.
Then they would verbalize an agreement on need for both hardware and software.
Next up was Sell the Company wherein both sales people would tell about their respective companies as hardware manufacturer and software publisher.
Then the hardware and software features and benefits were discussed, taking turns to do so.
A price was quoted for hardware and software and the computer software salesperson asked, "If we provide this hardware and software for you, can you think of any reason why we shouldn't move forward?"
The results were incredible. these two team sellers worked together on 23 live prospects, losing one to a competitor, losing went to a no-decision, and closing 21 sales.
When Roy Chitwood, creator of the Track Selling system, heard of these results, his response was a smile and said, "Ron, you and Doug selling together should be illegal."
The power and success of team selling was resounding. We hope - and believe - it'll work for you as well.
Techs can be tie-breakers for more sales if properly trained and coordinated.
Good luck and good selling.
Click here to learn more about this highly acclaimed sales training now online and on-demand.
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