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Sales Training Programme Details

Enhance Your Sales Training Programme with Enrichment Course Content

This module focuses on what questions to ask and how and when to ask them to maximise the potential opportunity with the customer.
This module focuses on the key elements a seller needs to manage to jointly plan and execute that plan to drive revenue through their channel partners.
This module highlights the models and skills needed to successfully resolve tough sales objections customers raise about price during the selling and negotiating phases of a pursuit.
This module addresses the extra level of preparation a seller must do when preparing to meet with an executive buyer.
This module teaches a seller how to ask to get access to someone more senior in a way that won’t offend the contact and provides a benefit to motivate them to say yes.
This module gives sellers a simple format to follow to quickly engage a prospect and get an appointment. Sales professionals will learn to craft a compeling message and engage a prospect to get the meeting.
In this module, we cover the dramatic changes in buyer behaviour that have taken place in recent years and how those changes impact sellers across all industries and geographies.
This module introduces the concepts of how customers view sellers and the elements that set a trusted adviser apart from lesser sales peers.
Powerful in its simplicity, our value statement module gives sellers an easy way to frame an idea, insight, or position that resonates with customers and gets to the heart of what makes any statement persuasive – value.
This module addresses the critical elements on how to best use a senior executive for maximum impact with the customer.
This module teaches to-dos and don’ts of effectively credentializing oneself in a meeting.
The four C’s of Executive Presence are: confident, comfortable, competent and credible. This module teaches the best practices to achieve strong executive presence.
This module teaches seller to think about their offering in the context of the whole and to position more than the core.
This module takes your sales process and puts it into action with best practices and dialogue skills around the key activities for each stage.
This module teaches sellers how to effectively and confidently ask for a referral in a way that highlights value delivered and encourages agreement based on potential benefits.
This module addresses the do’s and don’ts of working with gatekeepers to get access.
This module teaches sellers an effective way to deliver difficult news in a way that is customer focused while maintaining the intent of the message.
This module teaches sellers the critical questions to ask to identify competition in a pursuit and how to respectfully position against them by highlighting differentiating strengths matched to customer priorities.
This module teaches seller how to uncover the customer’s decision-making roles, process, power, and politics so that they can successfully navigate stakeholders and drive relevant and tailored value.
This module teaches sellers what the different functional areas care about when it comes to making money, saving money and managing risk.
This module teaches seller how to communicate value in a way that resonates with all stakeholders based on their buying behaviours.
This module highlights the best practices for social listening, research, participation, and networking using social platforms to advance prospecting and selling efforts.

Consultative Selling Skills

eBook: The Psychology of Selling - Understanding How the Customer Thinks

In Richardson’s eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover...

Account Growth

White Paper: 6 Account Management Best Practices

Establishing existing clients as strategic accounts is a crucial component of any sales strategy. Why? Fundamentally, selling to an...

Consultative Selling Skills

White Paper: Selling with Data and Storytelling

Download the white paper, Selling with Data and Storytelling to learn why when it comes to selling, data is the fuel and story is the...

Sales Training Effectiveness

Research: Understanding Selling Challenges in 2018

Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.