Sales Dialogues - Provoking Needs, Can you do this?
When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.
In this video blog post, Richardson Sales Performance CMO, Andrea Grodnitzky, explains how sales reps can avoid acting arrogant towards clients, and offers some sound advice for how to balance needs and insights.
White Paper: Elevate Your Consultative Selling Approach to Compete Today
DownloadGet industry insights and stay up to date, subscribe to our newsletter.
Joining our community gives you access to weekly thought leadership to help guide your planning for a training initiative, inform your sales strategy, and most importantly, improve your team's performance.
Resources You Might Be Interested In
Brief: Sales Tech Stack Chaos & How to Avoid It
Learn about Richardson's simple framework for building a tech stack that works for your sales organization.
Article
2024 Selling Challenges Research Study
After gathering information from over 1,000 sales professionals, sales leaders, and sales enablement professionals, Richardson presents these findings and the specific actions needed to overcome them.
Research
Article: Reduce Risk with Stronger Opportunity Qualification
In our article, "Reduce Risk with Stronger Opportunity Qualification," we explain how sellers can develop a repeatable strategy for determining the viability of an opportunity.
Brief
Solutions You Might Be Interested In
![sales technology]()
Sales Technology
Learn More: Sales TechnologyWe enable a comprehensive performance journey with thoughtful, intuitive digital learning modules, crm-enabled workflow tools, and online assessments.
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
