Team selling occurs anytime there is more than one person on a sales interview.
It can be a formal "dog-and-pony show" or a casual conversation. There are many advantages to team selling. However, the chances of making a fatal mistake in a team-selling situation increase exponentially with each additional team member. This on-demand webinar will teach you exactly what a firm needs to know in order to dramatically increase its closing percentage in a team selling situation. Learn how to avoid those selling situations that are really not opportunities at all, but a hunting exposition by the buyer to get free information and beat up their existing service provider. Leave knowing exactly how to create and execute the most optimum team selling scenario possible based on our best practices study of more than 1,000 professional service firms.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Review the Advantages and Pratfalls of Team Selling
Create a Custom-Designed Presentation That the Client Wants to Buy
What to Do With RFP (Request for Proposal) Restrictions
How to Best Qualify the Client in Order to Determine If - and How - to Move Forward in the Sales Cycle
How to Create a Custom-Designed Questioning Strategy
Speak in Terms the Client Will Understand, Find Persuasive and That Gives You an Advantage Over the Competition
Package Your Product to Make the Value Most Obvious to the Buyer
Select the Correct Team Selling Members
How to Keep Control of the Sales Process in a Team Selling Situation
Closing the Sale for the Next Step in the Sales Process
Maximize Your Chances of Success in a Team Selling Situation
Keep the Team Selling Learning Process Alive
Increase Your Credibility in a Team Selling Situation
How to Answer Questions in Terms the Client Will Value and That Gives You an Advantage Over the Competition
The Ultimate Advantage to Committee and Large Meeting Sales Calls
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on October 22, 2013.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Allan S. Boress, , CPA, CFE
Allan S. Boress & Associates
Allan S. Boress, CPA, FCPA
- Has been a business development consultant to the profession since 1986
- Trained more than 200,000 professionals in the arts of selling their ideas, personal marketing and client retention, and consulted with over 500 professional firms, such as KPMG and Deloitte
- Keynote speaker at over 400 conferences
- Internationally-known speaker and author, Mr. Boress was twice-named One of the Top 100 People in the Accounting Profession by Accounting Today Magazine
- Named One of the Top 16 Consultants in North America by Inside Public Accounting
- Author of The I Hate Selling Book, originally published by AMACOM, a best practices study of how the top business producers across all of the professions close more business for higher fees
- Author of Building Entrepreneurial People (Harcourt Brace), which describes how to systematically change the culture in a professional firm
- The American Institute of CPAs published Mastering the Art of Marketing Professional Services: A Step-by-step Best Practices Guide
- Co-wrote, Best Practices of Marketing Professional Services
- His seasoned insights into building client relationships and his talent for audience interaction earned him four consecutive annual Instructor Excellence Awards from the ICPA Foundation, an honor bestowed on only the top five of over 200 instructors
- Can be contacted at www.allanboress.com
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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