Where are 70% of the companies who were on the Fortune 500 list in 1955? They’re out of business. Times change, but they didn’t. Have you noticed how selling has changed over the years? Groups making buying decisions used to be rare. Committees now decide who to buy from. Salespeople used to operate solo; now teams sell. Do you know how to make your team presentation successful so you get the sale?
All for one and one for all.
Who is going to be the leader? Someone needs to be in charge. Your leader should be both organized and the subject matter expert. He is responsible for developing, organizing, and implementing the presentation. He needs to be able to delegate assignments after the presentation is designed. He is responsible for follow-up after the presentation is made.
When you make your selections, be careful who you select and how many people you select. Increasing the number of people involved produces greater confusion for your audience. If your audience is 4 people, a team of 10 is overwhelming and unnecessary.
Some people are better presenters than others.
Find out if they are comfortable fielding questions from the audience. Is their delivery style appropriate for your audience? Do they have relevant work experience that your customers value? Your teammates must appear credible if your purpose is to inform. They must be persuasive if your goal is to convince.
Find out how long you have to present, what audiovisual equipment is available, and who else will be making presentations to your customer. Different thoughts exist about going first or last if there are other presentations. If your team has a preference, try to get scheduled to accommodate your wish.
Make sure there are planned, fluid transitions from one presenter to the next. Each presenter’s material should follow the same format as the previous presenters. Visual aids dramatically increase audience learning, so plan to use them. The leader must make sure that all visual aids and materials have the same overall look if each team member prepares his own visual aids. In your practice sessions, critique each other and see if the planned, intended message is the one you are receiving.
Do a group assessment after the presentation. What are the open issues and key points of dialogue among committee members? Within 48 hours, follow up on these promised follow-up items. Customize your response by including any customer comments made at your presentation. Successful follow up can reinforce your sales message and even elevate you by exceeding expectations of how a vendor should respond.
Selling as a team is much different than selling solo. Your customers get a better understanding of your company and its culture because they are meeting more people from your company. It is an opportunity for you to make the selling process more exciting and effective. Since team presentations are becoming increasingly common, make sure you position yourself and your company to be on the winning team.
Best wishes for your sales success!