Sell Like a Team by Michael S. Dalis

Author:Michael S. Dalis
Language: eng
Format: epub
Publisher: McGraw-Hill Education
Published: 2017-03-18T04:00:00+00:00

Practice

Knowledge leveling and planning updates are important, but the focus of your Practice session should be, well, practice.

Consider dividing the time remaining for your Practice meeting into two parts: half-speed and full-speed practice. Half-speed practice is a walk-through of your presentation, and full-speed is a run-through. In all, a Practice session may encompass a full day. This can sound like an extraordinary investment. Keep in mind that for well-qualified and important opportunities, the goal is not to check the box. The goal is to accelerate the team’s development through practice, in order to win. So, yes, it is a big investment.

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