Overview

Selling is fast becoming more of a team sport. Although one salesperson typically 'owns' the client relationship, due to the changing dynamics and complexities in B2B sales, the need for greater collaboration and selling as a team is becoming a differentiator.

This module will cover the underlying skills and qualities that effective collaborators have, and proactively use when working in groups to develop relationships, seek solutions, or iterate on ideas.

For collaboration to work, you need to work with and understand people, processes and systems.

Objectives

By the end of the course, learners will be able to:

• Explore what collaborative selling is, and its growing importance;
• Identify the characteristics of an effective collaborator;
• Examine how you can improve your collaborative selling skills