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

  • 7h 15m 17s
  • Michael S. Dalis
  • Recorded Books, Inc.
  • 2017

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.

In this Audiobook

  • Chapter 1: The Super Seller Model
  • Chapter 2: Enter the Selling Squad
  • Chapter 3: All in or All Out
  • Chapter 4: Pressure Can Create Diamonds … or Dust
  • 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
  • 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 Team's Selling Energy
  • Chapter 18: Creating a More Collaborative Culture in your Organization
  • Chapter 19: Conclusion: Your Commitments
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