As a Sales Leader, there are times where tag-teaming the client can be useful and incredibly valuable to both the client and the seller. Doing so requires a high-level of coordination and planning beforehand. Normally what I find is that the planning amounts to nothing more than “what time is the meeting and where is it”?
Several days before the meeting you should have a short calibration where both you and your sales executive come to an agreement on:
- Who will cover which topics
- Who will ask what questions
- Why you are joining the meeting
- Will you act as a coach or a seller
The last point is critical. Effective coaching requires your observation not participation. Conversely if you are there to sell, you both need to be clear on who will be leading and at which points during the meeting.
With some planning and preparation, perhaps even role play, your involvement will win to the power of three and with the added benefit of either direct or indirect coaching. If you choose to approach the meeting without you both understanding your roles you could end up fumbling around and stepping all over each other. This could cause you to confuse the client and to lose the sale.
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