This module highlights the models and skills needed to successfully resolve tough sales objections customers raise about price during the selling and negotiating phases of a pursuit. Sales professionals learn the power of the use of silence and how to articulate value to protect price and move the sale forward.
This module addresses the extra level of preparation a sales professional must do when preparing to meet with an executive buyer. From thinking big picture to social listening, a sales professional must up their game and demonstrate their homework during those critical moments with executives.
Gaining access from an everyday contact to a more senior one is a common challenge for sales professionals. This module teaches a sales professional how to ask to get access to someone more senior in a way that won’t offend the contact and provides a benefit to motivate them to say yes.
This module gives sales professionals a simple format to follow to quickly engage a prospect and get an appointment. From a persuasive hinge to making a second attempt, sales professionals will learn to craft a compelling message and engage a prospect to get the meeting.
The first step to change is getting a sales professional to commit to why change is necessary. In this module, we cover the dramatic changes in buyer behaviour that have taken place in recent years and how those changes impact sales professionals across all industries and geographies.
Reaching trusted adviser status is the desired state for every sales professional when they think about their most important customer relationships. But getting there is not easy. This module introduces the concepts of how customers view sales professionals and the elements that set a trusted adviser apart from lesser sales peers. Richardson’s Trusted Adviser module teaches a five-part Framework to develop a preferred provider position with key accounts.
Powerful in its simplicity, our value statement module gives sales professionals 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 value statement can be used in many selling situations from prospecting to get an appointment, through persuasively positioning
Bringing in a senior executive can be very powerful in a meeting with a buyer. However; ensuring that executive is prepared and plays the role the seller needs them to takes planning and skills. This module addresses the critical elements on how to best use a senior executive for maximum impact with the customer.
It takes new prospects just a few seconds to form an impression about a sales professional when they first meet them. The first words out of a sales professionals mouth are important and how they build credibility needs to be through the lens of that specific buyer. This module teaches to-dos and don’ts of effectively building credibility in a meeting.
The four C’s of Executive Presence are: confident, comfortable, competent and credible. This module teaches the best practices to achieve strong executive presence.
Your Total Offer consists of your core features and benefits and your value-added features and benefits. This module teaches sales professionals to think about their offering in the context of the whole and to position more than the core.
This module takes your sales process and puts it into action with best practices and dialogue skills around the key activities for each stage. Sellers also learn about the importance of leading indicators, verifiable outcomes, in the sales process and how to ensure the customer is represented as a way to continuously qualify the opportunity.
Asking for referrals is perhaps the best way to get new business. This module teaches sales professionals how to effectively and confidently ask for a referral in a way that uses value delivered and encourages agreement based on potential benefits.
Gatekeepers may look different today than they did in the past, but sales professionals still have to contend with getting past them to reach decision makers. This module addresses the do’s and don’ts of working with gatekeepers to get access.
How you deliver bad news to a customer can either reinforce or sever the relationship. This module teaches sales professionals an effective way to deliver difficult news in a way that is customer focused while maintaining the intent of the message.
Understanding who the competition is and how to position against them in a pursuit is critical to increases your win rate – and yet it shouldn’t be an overly time consuming or burdensome task. This module teaches sales professionals 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.
This module teaches sales professionals how to uncover the customer’s decision-making roles, process, power, and politics so that they can successfully navigate stakeholders and drive relevant and tailored value.
Different executives care about different objectives and outcomes. Understanding what they prioritise and how they define success is critical. This module teaches sellers what the different functional areas care about when it comes to making money, saving money and managing risk.
Not all buyers view value solely through a financial lens. They may use a technical, strategic, or partnership lens as well. This module teaches sales professionals how to communicate value in a way that resonates with all stakeholders based on their buying behaviors.
Using social platforms is proven way to sell today. This module highlights the best practices for social listening, research, participation, and networking using social platforms to advance prospecting and selling efforts.
Expanding the deal size and increase the lifetime value of a customer comes down to surfacing needs – recognized and unrecognized – that the sales professional can help address. This module focuses on what questions to ask and how and when to ask them to maximise the potential opportunity with the customer.
Selling through channel partners requires both selling and influencing skills, as well as a keen understanding of your partners business model and business objectives. This module focuses on the key elements a sales professional needs to manage to jointly plan and execute that plan to drive revenue through their channel partners.