In our work with the top-performing sales organisations in the world, Richardson has identified and outlined the critical selling capabilities and behaviours most needed to drive results. We have curated a deep, broad, and effective sales training programme curriculum to help salespeople learn and apply those critical behaviors in the field.
Each of our sales training programmes are customised to enhance skills based on sales stage and complexity of the sale. Explore our map of sales training course content below by scrolling over the programme of interest:
Richardson’s Territory Management Sales Training Programme helps salespeople focus first on how to segment a territory by analysing geography and prioritising current customers and prospects.
Richardson’s Sales Networking Training Programme teaches salespeople to establish a discipline around networking that ensures they are prepared to maximise time spent with potential contacts, add value to contacts, and maintain a long-term networking effort.
Richardson’s Intentional Pursuit Strategy Program 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’s Second Edition Consultative Selling Programme focuses on the critical structure of a sales conversation or customer meeting and provides a powerful map for a successful, buyer-focused dialogue.
Richardson’s Prosperous Account Strategy Training Programme methodology goes beyond traditional account management planning to enable sales professionals to create consistent, measurable value with their key customers.
Richardson’s Internal Influence and Persuasion Training Programme provides salespeople with the persuasion and influencing skills, styles and strategies needed to create and strengthen internal partnerships.
Richardson’s Sales Training Programme for Customer Service Professionals provides representatives with the process, skill, and attitude to effectively and efficiently take control of every facet of a call so they can increase customer satisfaction and loyalty.
Richardson’s Service-to-Sales Training Programme helps customer service representatives in any industry turn cues into revenues by providing the process, skills, and confidence to have outstanding sales dialogues and ask for the business.
This programme is a collection of dialogue models that apply and advanced consultative approach, skills, and techniques to engage in higher-stakes dialogues needed to advance alignment, drive momentum, and win deals.
Our corporate sales training programmes are flexible in meeting your needs because we deliver content through a variety of channels. We have found that the most successful sales training programmes are executed through a blended approach combining our digital learning platform, Accelerate, with instructor-led training.
Contact us today to discover how we can deliver results for your organization.
Sales Training Programme Details
We 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 a sales training programme.
A key part of our philosophy is participants are not blank slates. They are respected for what they bring to the training. We utilize a Socratic approach of questioning to earn commitment before we build models and teach learning points.
Learn more about our sales training programme content by exploring the list below.
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...
Improve agility and win rates against tough competition in high-stakes meetings. Expand deal size and scope by using cross-divisional capabilities. Maximise sales meetings throughout all stages to advance the pursuit of qualified deals. Elevate the customer experience via better alignment with multiple stakeholders and within a selling team.
Apply a strategic approach to planning and executing effective negotiations that align customer stakeholders, differentiate your offering and organisation, preserve price and terms, and foster productive working relationships.
Use a powerful combination of process, strategy, and dialogue skills to create consistent, measurable value with key customers in a way that helps you to gain a deeper understanding of the customer’s business, increase alignment between your organisations, and expand business.
Richardson’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's High-Stakes Consultative Dialogues programme is a collection of dialogue models that apply an advanced consultative approach, skills, and techniques to engage in higher-stakes dialogues needed to advance alignment, drive momentum, and win deals.
Consultative Prospecting is a needs-, dialogue-, and value-based relationship approach to pursuing new business opportunities. Richardson’s Consultative Prospecting programme takes an in-depth look at the critical dynamics of reaching new customers.
Learn a powerful methodology, skills, and tools to provoke customer thinking to create new sales opportunities or shape existing opportunities to your strengths. Develop the ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience.
Develop the strategies and skills to understand and meet customer needs, exceed their expectations, and create a truly positive customer experience. Increase productivity by maximising opportunities for one-call resolution and minimising escalations.
Use sales strategies that maintain contact, add value, and strengthen relationships during sales cycles to be “top of mind” when opportunities arise. Capitalise on social events to generate business contacts and opportunities.
Learn strategies, skills, and tools for preparing and delivering persuasive sales presentations to beat competitors and the status quo. Use techniques to capture your audience’s hearts and minds while making a compelling business case for change.
Develop a Territory Management Plan that is used as a living document to target and focus energy on priority customers and sales prospects as a critical step in achieving revenue and relationship objectives. Apply a disciplined process for managing a territory that analyzes and prioritizes opportunities to create a clear and focused picture of how to...
Learn to align with the way your customers buy, identify, and track the activities needed to advance the sale, navigate a complex stakeholder environment, and engage in strategic dialogues that build trust and create value for customers, as well as arm you with needed information to communicate a compelling value proposition and win the deal.
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.
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 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.
Measuring the Effectiveness of Your Sales Training Programme
Investing in your sales team’s effectiveness, like all significant business investments, needs to be monitored.
Richardson recommends monitoring your investment through a systematic approach. A successful training programme uses measurement to create visibility into the sales training’s value, collect data to guide decision making, and build momentum that keeps your entire team engaged accountable for outcomes.