Client Issues We Have Addressed
for use on www.richardson.com:
Client Industry: Professional Services
Client Need/Business Issue: Partnership Selling to Key Accounts
Richardson Solution Overview:
This comprehensive provider of mailstream solutions wanted to shift the sales culture from fulfilling equipment needs to improving the customer’s business process. To ensure consistency in their cross-sell and negotiation approaches, Richardson designed customized training by audience.
First, the Sales Representatives, Solutions Specialists, and Sales Managers participated in a one-day Consultative Selling classroom session and a one-day Consultative Negotiations classroom session. Second, the Solutions Specialists took their training to the next level in a two-day Trusted Advisor classroom session, developing the skills necessary to sell total solution-based products to larger key accounts. Third, Sales Managers participated in a one-day Developmental Sales Coaching classroom session to support this cultural shift toward partnership selling and introduce a framework for developmental coaching.
As a result, Sales Representatives and Solutions Specialists have refined their ability to expand a dialogue, identify a broader understanding of opportunities, negotiate more effectively to demonstrate the value for the pricing, and focus on identifying all opportunities and areas for growth within their key accounts. In addition, Sales Managers have learned the skills to become more effective at coaching and reinforce these key behaviors.
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