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

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Index

Accountability, decisions and

Action plans:

meetings ending in

specific

thoughtful

Active listening

“After the Sale Is Over” (Levitt)

Agendas

clarifying

confirming

establishing, importance of

hidden

positioning and

salesperson and

Agreement, formalizing

Airtime distribution

letting client enjoy majority of airtime

in objection resolution

Alternatives, generating

American Express Company

AmSouth

Analogies, ideation and

Analysis, in consultative selling and problem solving models

Appreciation, expressing

Appreciative phrases, questioning process and

Ariel Group

Assumptive close, guidelines for

Authentic communication

Bad ideas

Bankers Trust

Bank One

Baron, Lois

Baron Group

Benefits

clarifying

defined

features vs.

generic, discussing

specific

BNP Paribas, Americas

Borman, Frank

Brainstorming

Brandt, Bill

Budget-related questions

Business needs. See also Needs

Buyer behavior, understanding

Buyer's remorse

Capon, Noel

Cell phones, meetings and

Chairperson role

Champions

assigning

defined

discussing ideas with

Christian, Robert

Citigroup

Cleese, John

Client list, reviewing

Client meetings. See also Meetings

lead role in

positioning

reasons for

rehearsing for

sales person as facilitator at

Clients:

connecting with

putting at ease

understanding

Climate:

final presentation and

positioning and

probability of success and

setting

Close, assumptive

Closing process

appropriate time for

big “C” and little “c,”

four “W's” and

objections and

Closing the deal

Closure, reaching

Clusters ...

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