Formal, Professional Sales Training Programmes Make Up a Connected Selling Curriculum that Helps Your Sales Team Learn Critical Behaviours and Apply them in the Field
In our work creating professional sales training programmes for top-performing sales organisations, Richardson Sales Performance has identified and outlined the critical selling skills and behaviours most needed to improve sales outcomes and reduce the duration of the sales cycle. The Connected Selling CurriculumTM is a deep, broad, and effective solution that helps your sales team learn and apply those critical behaviours in the field.
Each of the formal sales training programmes within the curriculum are customised to enhance skills based on the sales stage and complexity of the sale.
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This training programme uses a customer-focused approach to plan and execute sales calls that build trust and advance the sale. Apply a powerful road map and skills for successful needs-based dialogues that build credibility, enable better problem solving, foster customer openness and arm you with critical information needed to position a compelling...
The Solution Selling® training programme provides sellers with a clear map that the right things will be accomplished in the right manner at the right time, with the right buyers and resulting in increased sales productivity and revenues.
Empower your sales team to more effectively engage customers in virtual meetings. This programme equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities.
The key to a successful channel sales partnership is satisfying mutual business objectives. This takes a commitment to developing a shared vision, strong communication and flexibility to continuously adapt to change. It also takes solid business and selling skills to build loyalty and become a true channel partner.
Richardson Sales Performance's negotiations training programme teaches your team to achieve win-win outcomes by applying the sales skills and strategies needed to effectively justify value, protect price and preserve valuable customer relationships.
Richardson Sales Performance’s Intentional Pursuit Strategy Programme teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chance of winning and shorten the sales cycle.
Richardson Sales Performance's advanced sales training programme teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals.
This training programme teaches your team to apply a consistent, customer-centric approach to identifying priority accounts, capturing and analysing critical information, and developing a strategy to find the white space within key accounts so that your team and customers prosper.
The Consultative Inside Sales training programme teaches inside sales professionals to quickly build rapport and keep the customer engaged over the phone. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.
The Sprint Prospecting training programme equips your sales professionals with an agile approach to targeting, messaging, and engaging high-potential prospects to develop relationships and pursue new business opportunities with existing or new customers.
The Storytelling sales training programme teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act.
Sales Presentation skills training helps your sales team more effectively win business by delivering a consultative, customer-focused presentation that has impact, is memorable, brings value and actively involves customers.
The Evidence-Based Solution Selling® (EBSS®) training programme teaches your team to help their healthcare provider clients solve problems based on clinical evidence using a repeatable methodology, clinical selling skills and tools to provide the customer experience that healthcare providers expect.
The Team Selling training program teaches your sales reps to build and drive high-performing selling squads that demonstrate cross-functional expertise, connect with all levels of customer stakeholders, and consistently outsell the competition.
Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasises the value of solutions for customers’ problems and critical business issues.
The Sales Territory Management training programme equips your sales team with an approach to help them focus on how to segment a territory by analysing geography and prioritizing current customers and prospects.
Selling with Insights training develops your salespeople’s ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience and influence the buyer’s decision criteria to align to your distinct competitive advantage.
The Developmental Sales Coaching training programme teaches your sales managers how to transform their role from being the expert who directs and tells to being a coach who develops their team and inspires increased self motivation to learn, change, and improve results.
This programme provides customer service representatives with the process, skill, and attitude to effectively and efficiently lead customer calls while identifying opportunities and cues to provide further value and sell additional products and solutions.
The Enhanced Service for Retail Banking programme helps retail banking professionals shift their mindset to view sales as a way to add additional value to the customer, and position additional services and products as part of the solution.
Definitely the best management training I've experienced in media. Really appreciate the opportunity to grow my skill set and bring more value to iProspect as a result!
Account Director, IProspect
The business impact see after Richardson Sales Performance training is that we have account managers who can now address additional markets. And for us, this a good success because we really want to take market share in new markets.
Alex Tisserand, Managing Director, Sales Enablement, Waters
The sales team is happy to engage in training because they’re seeing the results that come with consultative selling practises. They are not doing it just to check the box. They’re doing it because it works!
Sales Leader, Tyson
Enhance Your Sales Training Programme with Enrichment Course Content
Our modules are meant to effectively support your organisation’s sales training through hyper-focused areas of instruction and learning. Each module is tailored to match your team’s unique needs.
Explore our sales training enrichment content by visiting the area’s listed below.
We deliver premium professional sales training programs that use a “learning-by-doing” training methodology, actively engaging participants in role playing, problem solving, brainstorming, and individual and team exercises. Throughout the training, participants receive intensive coaching and feedback. The combination of application, facilitator and peer feedback, and self-assessment ensures participants experience the full benefits of the programme.
A key part of our philosophy is that effective sales training is built upon the premise that participants are not blank slates. Your team members are respected for what they bring to the training. We apply a Socratic approach of questioning to earn buy-in before we build models and teach learning points.
Building momentum to the close of a sale while preserving the bottom line requires a strategy that takes place before, during, and after the sales call. Richardson Sales Performance offers programmes like Intentional Pursuit Strategy to train sales reps on building an intentional plan to engage their customers. These programmes combined with those that focus on the dialogue during the sales call like Consultative Selling build a powerful solution for improved sales performance.