Philadelphia, PA — April 28, 2016 — Richardson, a leading global sales training and performance improvement company, today, announced that it has launched its Selling with Insights® Program, a custom-tailored sales training solution designed to provide sellers with advanced-level skills, allowing them to leverage insights during strategic dialogues with customers.
Richardson developed this new version of its successful Selling with Insights® program in response to changes occurring in the selling environment over the past few years. The new program outlines why insights should be folded into a comprehensive, customer-focused selling methodology and why they should be seen as only one tool in a broader sales toolkit. The program is built on the importance of establishing credibility, fostering trust, and creating value for customers, making the seller a point of differentiation.
Richardson’s Selling with Insights®is a two-day sales training program that includes pre- and post-work, live learning sessions, planners, coaching, post-learning reinforcement, and mastery through Richardson’s QuickCheck™ solution. Richardson’s Selling with Insights®solution specifically empowers sales professionals to both create and shape opportunities, helping sales teams to:
Validate, clarify, deepen, and reframe a client’s thinking around business issues (challenges and opportunities) in order to reach his/her goals and objectives
Differentiate the seller by bringing personal value to the client’s buying experience
Generate interest in the seller’s capabilities
Influence decision criteria to align to the seller’s distinct competitive advantage
“In working with clients to develop Insight Selling programs over the past few years, Richardson has determined how the most successful organizations leverage the right insights at the right time,” said Richardson’s Chief Product Officer, Chris Tiné. “The need for sellers to truly differentiate themselves by adding value to customers in the buying experience encouraged us to create a new Selling with Insights®program that not only helps sellers to understand when and how to use insights, but also how to evaluate risks and avoid potential traps.”
About Richardson’s Selling with Insights®
Richardson’s Selling with Insights® program provides sellers with advanced-level skills that allow them to know when and how to leverage insights in strategic dialogues with customers. In order to think like a business executive and connect their capabilities to the customer’s high-level business issues, sellers must identify potential blind spots in the customer’s thinking where they can provide insight and create value for the buyer. This program develops their ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience rather than just in the solution that the seller delivers.