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Richardson Launches New Consultative Prospecting Program

Philadelphia, PA — June 19, 2018 — Richardson, a leading global sales training and performance improvement company, announced this month that it has launched a 2nd edition of its Consultative Prospecting Program, a sales training solution that enables sales professionals with the skills to access decision makers and deliver messaging that compels. The result is more meetings scheduled with the right contacts.

The program address today’s prospecting challenges. As competition increases and buyers take more of the purchasing process into their hands, sales professionals need a better strategy for reaching the customer. Richardson’s Consultative Prospecting Program equips sales professionals with a more strategic approach that builds trust, adds value to the prospect, and creates a foundation for a win-win relationship. The new program offers specific steps for gaining the appointment, navigating gatekeepers, crafting a value statement, asking for referrals, and moving up the decision chain.

Richardson’s Consultative Prospecting Program is available as an online training program via Richardson’s digital learning platform, Richardson Accelerate™. The program is also available as a half day or full day Instructor-led training, and shows sales professionals how to:

  • Utilize consistent strategies, models, and skills for making more compelling prospecting calls
  • Deliver a tailored, needs-based message at the very start of the prospect dialogue using a point of connection and a persuasive Value Statement
  • Overcome the challenges posed by gatekeepers through effective strategies and best practices
  • Up-tier to senior decision makers in a way that leverages existing relationships and knowledge
  • Reach new opportunities by effectively asking for customer referrals

“Gaining access to decision-makers has become increasingly difficult with their attention fragmented across internal priorities and competitive pressures. This makes it even more important to make sure that sales professionals are prepared with a strategic approach that allows them to show up when it matters most – in front of your potential customers,” remarked Richardson’s Chief Marketing Officer Andrea Grodnitzky. She continues, “Richardson’s new Consultative Prospecting Program helps sales professionals drive better interactions with messaging that’s customized, and insightful, allowing them to pursue new business opportunities with existing or new customer.”

Learn more about the program by downloading a complimentary brochure by clicking here.

About The Author: richardsonsalestraining
Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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Gaining access to decision-makers has become increasingly difficult with their attention fragmented across internal priorities and competitive pressures. This makes it even more important to make sure that sales professionals are prepared with a strategic approach that allows them to show up when it matters most – in front of your potential customers. Richardson’s new Consultative Prospecting Program helps sales professionals drive better interactions with messaging that’s customized, and insightful, allowing them to pursue new business opportunities with existing or new customer.

Andrea Grodnitzky, Richardson's Chief Marketing Officer