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Today’s buyers are well down the path of their buying journey before ever engaging a salesperson. Changes in how global organizations, individual business buyers, and consumers make purchase decisions have driven permanent shifts in how sales organizations must go to market and interact with customers and prospects. Buyers are more informed and have more choices to solve problems, yet they are more likely to stick with the status quo. Richardson's Second Edition Consultative Selling program empower sellers with the skills that they need to demonstrate credibility, foster trust, and openness through authenticity, offer ideas that shape thinking and help surface unrecognized needs and connect the dots to create value.