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The Team Selling Solution by Steve Waterhouse, X

Your sales rep calls your factory promotional products and asks your chief engineer promotional products and your senior marketing manager to fly to Saint Louis for a customer meeting; a vice president asks to be taken in on an account that "looks interesting"; promotional products and suddenly, whether you know it or not, you're team selling. But as team selling guru Steve Waterhouse explains in "The Team Selling Solution, team selling is more than just bringing a VP along on a sales call or introducing the client to your chief engineer. In this completely practical promotional products and accessible guide, Waterhouse shares the techniques he developed to create world-class sales teams for such leading organizations as AT&T, IBM, Xerox, Wyeth-Ayerst, Coca-Cola, promotional products and many others. Drawing upon this vast experience, he demonstrates the power of team selling to cut costs promotional products and increase sales, boost revenue per customer, promotional products and promote customer satisfaction. What follows is a step-by-step tutorial on how to build, organize, lead, promotional products and contribute to a winning sales team. Illustrating his points with enlightening vignettes drawn from a wide variety of industries, Waterhouse shows team leaders promotional products and members how to conduct a well-planned, coordinated effort to satisfy the needs of a group of customer decision makers--in other words, how to win a complex sale. He introduces the essential components of successful team selling, including: Value selling with teams Team selling tactics Tools for team success Team selling strategies Team performance evaluation Finally, Waterhouse shows you how to plan promotional products and conduct successful team sales meetings; establish promotional products and nurture a team culture; promotional products and orchestrate client presentations that demonstrate your team's professionalism, commitment, andability to deliver on your promises. Team selling involves individuals promotional products and groups at every level of the organization--field reps, senior managers, marketers, technical specialists, promotional products and product specialists.
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