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Team Selling

Setting the Stage 1.How have you improved your time utilization? 2.What changes have you made in your delegation practices? 3.How has an understanding of behavioral styles helped you? 4.What success have you had with your Revenue Action Plan?

Objectives 1.Communicate your firm’s high-value services 2.Share your expertise with your colleagues 3.Learn your colleagues’ expertise and skills 4.Create a cycle selling plan 5.Create a Client Action Plan 6.Improve your contribution as a team member

Value LadderPrice ResistanceCompetition

Our Menu of Services Tax Accounting Technology Financial Planning Industry Niches Business Consulting Other

Connecting Internally Who could help one of my clients? Who is not familiar with the services I provide?

Cycle Selling Clients Internal Referral Sources

Cycle Selling Checklist Service Date Discussed Results

Cycle Selling Your referral sources need to know, too…

Rainmaker Client Action Plan Top 20 Clients3 Months3 Topics3 Steps3 Results

Rainmaker Client Action Plan

The 90-Day Rainmaker Client Action Plan

Team Selling Case Study: Antoine Toubalia

1.All Profiles are equally valuable 2.Your work style is influenced by many factors. 3.Understanding yourself better is the first step to becoming more effective 4.Understanding other people styles can help you understand their priorities 5.Everything DiSC Workplace © Profile can help you build more effective relationships 1.All Profiles are equally valuable 2.Your work style is influenced by many factors. 3.Understanding yourself better is the first step to becoming more effective 4.Understanding other people styles can help you understand their priorities 5.Everything DiSC Workplace © Profile can help you build more effective relationships

Read your Dot Story on pages 4-5

Motivators and Stressors Page 6

Key information about each style quadrant Page 7

How to increase your effectiveness when working with different styles Pages 12-15

High Performing Teams Goals Responsibilit y Processes Trust Support

Adding Value for Your Top 7 Clients Client Current Service Potential Need Potential Service Partner

The Rainmaker Academy says… Thank You!