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Innovative Team Selling: How to Leverage Your Resources and Make Team Selling Work by Eric Baron

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15

Okay, So How Do We Do All That?

We illustrated in Chapter 14 how Sam Jamison's sales team put together an outstanding finalist presentation that won them the business. And they did that even though the odds were stacked against them. This was fictional, of course, but it is based on the kinds of things that we have observed successful sales teams do over the years. Even their demonstration was based on a real story.

The approach that you observed is applicable to any presentation, but since finalist presentations are so exciting, we used that to demonstrate the approach. What we described brings to life a specific methodology that we teach to both teams and individuals. The basic tenets have stood the test of time because they work.

The approach, which we simply refer to as the “four-box model,” is used to succinctly explain what the team recommends (see Figure 15.1). It is a key component in any presentation and was conceived by Kate Reilly of CRC.

Figure 15.1 The Four-Box Model

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As you explore the model, we want to emphasize that it is just a model. We know that structure helps. Even in situations as complicated as creative problem solving meetings, we saw how having a road map can be very helpful. It applies here as well.

Different kinds of presentations require different approaches. But the basic components of this model, when applied appropriately, can be a valuable tool ...

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