5.04 (V) The Rules of Engagement

[MUSIC] In our Team Selling For Impact sales tool, there are several rules of engagement we should follow as teammates. The first is called less is more. You and your teammate need to agree that since there are two of you in this sales meeting, you will not try to pack it full of information. Give the meeting room to breathe, give the prospects room to to breathe. This means taking fewer slides or visuals to the meeting, and perhaps substituting a great story for a bunch of charts and facts. Less is more. The second rule of engagement is introductions are endorsements, don't just introduce your teammate, Most introductions happen like this. I'm glad Susan has joined us today. She comes from our West Coast office and she's in charge of our solutions. That is a terrible introduction. It's super boring. So turn these introductions into endorsements. Here's one. I'm glad Susan has joined us today. She comes from our West Coast office and she's in charge of our solutions. When our clients work with Susan, they always say two things about her. She's always responsive and she's incredibly insightful. I'm so glad she could join us today. That's an endorsement. The third rule of engagement is handoffs are clean. Don't talk over your partner. Make the handoff to each other explicit. You might say, that's a great question you ask. Let me ask Susan to jump in here, Susan? That's a clear, crisp handoff. The fourth rule of engagement is no piling on. You know what I mean. If it's said, leave it. One of the most common bad behaviors in team selling is simply repeating what was just said. Don't do that. The fifth rule of engagement is feedback is immediate. We will explore this in detail later in our specialization, but suffice it to say here that right when you walk out of a team meeting is the best time to discuss what you did well and what you might do differently next time. And the sixth and final rule of engagement is what I call boldness and humility. Once again, we will explore this in detail a little bit later in our specialization. Boldness simply means, what are the things you are definitely going to ask for in this meeting. An act of boldness might simply be asking for the business or asking for the job. Humility is what balances out boldness. And act of humility in your team meeting might be as simple as your heartfelt endorsement, of your colleague or it might be a small gift that you brought for your prospect. These two things, boldness and humility should be in balance. And following these six rules of engagement will make your team unstoppable.