Develop the necessary skills to become an effective prospector and increase close ratios

CLIENT:

Global Telecommunications Company

THE CHALLENGE:

Develop the necessary skills to become an effective prospector and increase close ratios.

RICHARDSON SOLUTION:

Richardson developed a Gaining the Appointment Seminar and also provided senior-level presentations coaching.

THE RESULTS:

• A team from this Professional Services Firm secured thirty appointments and ultimately closed eleven new large target clients after participating in the three-hour Gaining the Appointment Seminar. Members of this team had been reluctant prospectors prior to the training.

• Richardson coached a Senior Team for a highly competitive presentation to a major global financial institution. Our client was one of three competitors and was not the favorite going in. They won this very large, long-term contract. The client continues to use Richardson for presentation coaching on major deals. The client won the next six out of seven deals with Richardson coaching.