Benefits of Joint Calls

With more than one of you interpreting what the customer is saying, you may get a fuller understanding of the customer's needs.

There are times and circumstances where a joint sales call is advantageous. Joint calls should be used when the following benefits can be realized:

• Specialized Knowledge - Inviting colleagues form different functional areas of your organization to join you at the meeting allows you to offer a greater range of expertise to the customer.
• Looking Good - Bringing a team especially if it includes senior members of your organization -- may impress the customer, and make them feel that they are important to you.
• Different Perspectives - With more than one of you interpreting what the customer is saying, you may get a fuller understanding of the customer's needs.
• Two Pairs of Ears - Sales meetings can be fast paced, especially if you are acting as the facilitator. If you have a colleague with you, they can pick up on small details that you may miss.
• Improving Performance - Your colleagues can give you feedback on your performance, enabling you to be even more effective at your next sales meeting.

ACTION POINT: Focus on realizing the benefits above when making joint sales calls.