Trusted Advisor Training Program

Richardson’s Trusted Advisor Sales Training Program teaches a five-part Framework and skills to

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Critical Issues Facing Sales Professionals and Managers

  • Holding higher-level strategic dialogues with senior-level clients
  • Bolstering client loyalty and retention
  • Shortening sales cycles and competitive threats
  • Decreasing fee pressure and increase margins and profitability
  • Gaining higher, wider access to more effectively cross-sell and expand relationships

 

Richardson's Trusted Advisor Sales Training

 

Richardson’s Trusted Advisor Training Program teaches a five-part Framework and skills to develop a trusted, preferred provider position with your key accounts. The Program helps participants to think in depth about the behaviors of a trusted advisor, self-assess where they are currently in the Client Relationship Pyramid, and analyze best practices of top-performing advisors.  Participants learn to have higher level dialogues with clients about their current and long-term objectives, challenges, strategies, and opportunities, and then strategically build recommendations and position value while demonstrating insight and technical substance.  Participants practice these strategies in highly customized scenarios and develop a tailored action plan for a priority relationship.

Objectives

  • Use a common language, Framework, and process for building trusted relationships, ensuring you are “invited to the table” as a valued sounding board
  • Build skills at having deeper, more strategic client dialogues to uncover needs
  • More persuasively and proactively position yourself and your team as a continuous source of ideas
  • Use a Relationship Planning tool and methodology for proactive, daily action planning that more effectively leverages time and team resources

Audience: Program content is highly customized to more experienced salespeople, their managers, and senior executives

Delivery Options: Available through 1 day classroom delivery (Richardson-led or train-the-trainer), online eLearning, one-on-one coaching, or webinar; wide variety of relevant books and support materials to embed and sustain learning are also available.

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