Product Knowledge Resource
Richardson develops product-specific Richardson Product Profiles™ - easy to access, up-to-date product knowledge tools. Product Profiles ensure Sales Professionals have the sales-oriented product knowledge needed to recognize sales opportunities and position solutions not only for the own product areas, but also for their organization’s full platform of services. By identifying broader opportunities, they effectively cross-sell, add value, strengthen relationships, and increase profitability.
Product Profiles are based on a framework and format designed by Richardson and includes categories such as Key Questions to Ask, What to Listen For, Objections/Responses, Competitive Information, Key and Differentiating Features and Benefits, Implementation Steps, Who to Contact, and Success Stories, as well as a system for collecting competitive data from the salesforce.