TEAM SELLING

Background

A client selling complex technical products to sophisticated customers faced the challenge of how to match the right people from their company with the appropriate people from the target company to get their specific and overall messages across.

This also involved a major culture change from selling products to selling solutions and services.

Method

Case studies can be a bit false, but when they are built upon a mix of real live situations they take on a new meaning. Role plays can be very instructive, especially when there is some peer pressure to get the adrenaline flowing.

We devised a number of role play situations (based on real events) to help with the technical sell, the financial sell and the user sell.

Outcomes

- Clarity in terms of which staff could make the change to a solution-based approach, and which of them required further skilling or wished to be re-assigned to a different role.
- A development plan for each individual establishing the gaps in their knowledge.
- A development plan for each customer identifying which contacts should be approached by whom.
- A seminar programme to release or re-release the various products and services.