Duration
2-Day ILT Workshop; Four 4-hour VILT Workshops; Pre and Post Digital Learning
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For Who
Sales Professionals
Format
VILT, Instructor-led, Digital, Blended Learning
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 advanced sales training that empowers them to proactively drive momentum by engaging in dialogues that increase alignment, clarify thinking, and drive differentiated value.
At-A-Glance
3M+
Individuals Trained130
Global Certified Facilitators3,500+
Virtual Sessions Completed in Past 6 Months4.7
Average Facilitator Score out of 5Richardson Sales Performance’s High-Stakes Consultative Dialogues Training Programme
The High-Stakes Consultative Dialogues training programme is an advanced sales training solution that teaches a collection of dialogue models that apply an advanced consultative approach, skills and techniques to help your team engage customers in higher-stakes dialogues. These dialogue skills are proven to advance alignment, drive momentum and close complex sales deals. What is a high-stakes dialogue? A high-stakes dialogue is a dialogue with the propensity for greater risk and reward.
The video below is from the High-Stakes Consultative Dialogues programme on our digital learning platform, it demonstrates an ineffective example of the skill of asserting a point of view in high-risk/high-reward sales conversations with coaching insights
For more information about our perspective on what it takes to successfully navigate complex sales conversations with buyers download the complimentary white paper, The Three Keys to Winning the High-Stakes Sale.
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
Key Areas Of Content:
Asserting a Perspective
In this program, we teach your sales professionals how to develop and share a clear and compelling point of view message in a way that creates openness and receptivity on the part of the customer to see a new or different perspective. We focus on enabling sales professionals to have the confidence, courage, and know-how to assert their perspective in a way that reframes thinking to help the customer avoid unnecessary stalls, make the right decisions, and get to the business outcomes that they need quickly and efficiently.Aligning Stakeholders
We provide sales professionals with a roadmap to uncover and address critical areas of stakeholder misalignment needed to reach agreement on the right course of action. We focus on teaching them to drive momentum. We teach sales professionals how to remove roadblocks and find common ground to help the customer navigate their own internal decision-making process in a careful and effective manner.Uptiering
We teach your sales professionals how to gain a current contact’s agreement to arrange a meeting with a senior-level decision maker. In this program, we increase the sales professional’s chance of getting a meeting with these senior-level decision makers by teaching them how to articulate a compelling reason for the introduction that shows value and minimizes risk to their contact.Content Grounded in Behavioral Science
Our content is grounded in behavioral science. The focus on behavioral science across our program matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioral science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviors, and reach their goals.Programme Delivery Options
Our High-Stakes Consultative Dialogues Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.
