Brief: How a Sales Professional Becomes the Coach of the Buying Process
Improving win rate
What’s Inside
Buying today is complex, and customers need more than a solution — they need a coach.Customers need someone who can help them surface their underlying challenges, build confidence in the relationship, and understand implementation.
In the brief, How a Sales Professional Becomes the Coach of the Buying Process, we explore the skills of a sales professional who can understand the customer’s perspective in what has become an increasingly taxing and emotional process.
We show how sales professionals can:
- Address the full scope of the customer’s challenges
- Right-size the customer’s expectations by developing a long-term perspective
- Foster open communication that prioritises collaboration
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Webinar Recording: Why Your Team Can't Sell AI (Yet)—and What to Do About It
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Brochure: Cracking the Code in Practice - Building Teams that Lead in the AI Era
Download information about how Richardson helps sellers lead the AI sales to guide buyers with the clarity, confidence, and momentum needed to move the sale forward.
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Cracking the Code: Selling AI When No One Knows How to Buy It
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