Drive Momentum by Engaging in Higher-Stakes Dialogues with Customers
The buying journey is complex, dynamic, and increasingly subject to stalls and delays.
Customers are continually integrating more information and people into the process, refining their thinking, and aligning on how to proceed.
To thrive in today’s environment, sales professionals need skills that empower them to proactively drive momentum by engaging in dialogues that increase alignment, clarify thinking, and drive differentiated value.
High-Stakes Consultative Dialogues Training Programme
Richardson’s High-Stakes Consultative Dialogues training programme (learn more here) teaches a collection of dialogue models that apply an advanced, consultative approach, skills, and techniques to engage customers in higher-stakes dialogues.
What is a high-stakes dialogue? A high-stakes dialogue is a dialogue with the propensity for greater risk and reward.
Click Here to Contact Us and discover how to build your team’s ability to engage customers in high-stakes dialogues to outsell the competition.
The program will train your team to:
- Assert their perspective by sharing a clear and compelling point of view to foster openness on the part of the customer to see a new or different perspective
- Raise risk to preempt late-stage concerns and address stalls or delays
- Uncover and address critical areas of stakeholder misalignment to reach agreement on next steps
- Move beyond their comfort zone and gain a current contact’s agreement to arrange a meeting with a senior-level decision maker
Check out a short video in which Richardson’s experts outline the three essential capabilities for winning a high-stakes sale.
For more information about what it takes to take your team’s sales conversations to the next level, click here to download a complimentary copy of Richardson’s White Paper: High-Stakes Customer Conversations.
High-Stakes Consultative Dialogues Training Programme Learning Objectives
Upon completing the High-Stakes Consultative Dialogues training programme, your team will be able to:
- Gain confidence and skill in engaging in higher-stakes dialogues to advance alignment and drive momentum to:
- Uptier to senior-level stakeholders
- Guide and assert thinking to clarify and strengthen the customer’s case for change
- Raise risk to preempt late-stage concerns and address stalls or delays
- Align stakeholders by understanding and resolving areas of internal misalignment
- Use advanced Positioning Techniques to effectively frame a discussion, assert their perspective, raise risk, and advance alignment
- Use advanced Checking Skills to encourage the customer to think more deeply about a topic
- Gain confidence and skill in engaging in higher-stakes dialogues to advance alignment and drive momentum to:
High-Stakes Consultative Dialogues Training Programme Business Benefits
Upon completing the High-Stakes Consultative Dialogues training programme (learn more here), your sales organisation will experience the following business benefits:
- Increased win rates and deal size
- Reduced sales cycle duration
- Improved resource utilisation
Delivery Options
Richardson’s High-Stakes Consultative Dialogues programme is a blended offering that includes:
Richardson’s Accelerate™ Digital Learning Platform for:
- Online assessment
- Pre-workshop learning
- Post-workshop sustainment activities
- Measurement tools and reporting
Mobile mastery tool, QuickCheck, to drive knowledge retention
Two-day, facilitator-led workshop
Train-the-trainer option