Unique Sales Methodology

Richardson’s High Performance Selling Methodology is a fine balance of science and art and provides a measured blend of both. Based on best practices and current research about how customers buy, our Methodology allows Richardson to provide you with a performance improvement solution that integrates skill training, workstream tools, and measures of success based on what it will take to effectively execute each stage of your selling process.

Each component is important to both the salesperson, who wants a process and skills to compete and win deals, and sales managers, who want to ensure that their sales teams are pursuing high-quality deals and that the forecast is accurate and reliable.

Process: The first component of our Methodology is the sales stages and the high-value activities that indicate to the salesperson what needs to be accomplished at each stage in order to compete and drive deals to close. Because we know that one size does not fit all, we work with our clients to validate and, if needed, modify the number of stages and the relevant activities in each stage to ensure the methodology fits their business.

Customer Dialogue: The second component is where Richardson truly shines, providing significant competitive differentiation. We understand that it takes more than strategy and tactics to build relationships with customers and prospects to identify, pursue, and win business (the Science).

We enable the sales process at each stage by providing the skills and the models that even very experienced salespeople can use to have a “different” level of dialogue with their customers (the ART). These are the “HOW to” transitions from a product-centric discussion to a more “business value” discussion, where the customer shares their business objectives and problems and the salesperson relates solutions to those problems. Our approach has always been “consultative” and “customer-focused” and fosters long-term relationships.

In the training Richardson provides, the customer dialogues are practiced in customized role plays that reflect our client’s business situations. Our experienced facilitators provide insightful, in-the-moment feedback that is critical to driving behavior change and setting the stage for coaching.

Tools: The third component of Richardson’s HPS Methodology is the practical tools that support salespeople in qualifying, pursuing, winning, and managing business. Our tools are powerful, simple to use, and can be fully integrated into CRM.

Verifiable Outcomes: The fourth component of the HPS Methodology is the Measures of Success. These are “road signs” that indicate the customer is engaged and buying in and the opportunity is truly qualified to move to the next stage.

All four components are aligned to the customer buying process and mapped to CRM for a completely turn-key sales methodology.

Richardson’s Selling Methodology and training provide a powerful sales performance improvement solution that will develop both the strategy and skills of a consultative sales process and lead to sustained behavior change and accelerated business results.

Click here to contact us to learn more about Richardson’s Selling Methodology.