High-Stakes Consultative Dialogues Training

Why High-Stakes Consultative Dialogues Matter

High-stakes conversations are moments where sellers risk losing deals — but also where they can make the biggest impact. These dialogues often involve:

• High reward: Driving alignment, clarifying thinking, and positioning differentiated value that wins larger deals faster.
• High risk: If mishandled, sellers can come across as pushy, erode trust, or trigger conflict.

In today’s environment of low customer trust, increased skepticism, and greater complexity, salespeople who avoid these dialogues risk longer cycles, stalled deals, and lost opportunities.

Programme Framework

The training programme teaches three advanced dialogue models that expand on Richardson’s consultative approach:

1. Uptier

Move beyond comfort zones to gain access to senior decision-makers. Sellers learn to:

• Build a compelling case for access using Value Statements.
• Engage current contacts as allies, not gatekeepers.
• Demonstrate value and minimise risk for all stakeholders.

2. Assert

Shape customer thinking by:

• Sharing a clear, evidence-based perspective.
• Raising risk to prevent late-stage stalls.
• Using framing and reflection questions to clarify the case for change.

3. Align

Help multiple stakeholders find common ground by:

• Uncovering root causes of misalignment.
• Synthesising perspectives into a unified case for change.
• Facilitating alignment meetings that drive momentum forward.

 

Learning Objectives

In the High-Stakes Consultative Dialogues training programme participants will gain the ability to:

• Engage confidently in high-stakes dialogues that drive momentum.
• Uptier to senior decision-makers with trust and credibility.
• Assert perspectives that reframe customer thinking.
• Raise and balance risk discussions to overcome stalls.
• Resolve internal misalignment among customer stakeholders.
• Apply advanced positioning and checking skills to influence decisions

The video below provides an example of the content your team will experience in this programme.

Expected Business Impact

Organisations that implement this programme realise:

• Increased win rates and deal sizes.
• Shorter sales cycles by overcoming stalls and objections earlier.
• Improved resource utilisation through more focused, high-impact dialogues.

Connection to Richardson’s Portfolio

This programme builds on Richardson’s Consultative Selling methodology and integrates with advanced training solutions like the Consultative Opportunity Pursuit training programme. It strengthens the Six Critical Skills by preparing sellers for the toughest customer dialogues — those that determine deal outcomes.

FAQ: High-Stakes Consultative Dialogues Training

Q. What is Richardson’s High-Stakes Consultative Dialogues Training?

A. It’s an advanced programme that teaches sales professionals how to confidently engage in higher-risk, higher-reward dialogues to drive alignment, overcome stalls, and close complex deals.

Q. Why are high-stakes dialogues important?

A. They often determine whether a deal moves forward or stalls. Sellers who avoid these conversations risk lost opportunities, while those who master them increase win rates and deal size.

Q. What models are taught in the programme?

A. The Uptier Model, Assert Model, and Align Model — each focused on influencing senior stakeholders, reshaping customer thinking, and resolving misalignment.

Q. Who should attend this training?

A. Sales professionals, account managers, and executives engaged in complex, multi-stakeholder deals where risk and reward are both high.

Q. What are the business outcomes?

A. Increased win rates, larger deal sizes, shorter sales cycles, and more effective resource utilisation.

Q. How is the training delivered?

A. Through blended learning, facilitator-led workshops, digital reinforcement via Richardson Accelerate™, and train-the-trainer options.