Programmes for Sales Professionals
Formal, professional sales training programmes develop critical selling behaviours to drive performance at scale
Succeed with every buyer, every time
In our work creating professional sales training programmes for top-performing sales teams, Richardson Sales Performance has identified the critical selling skills and behaviours most needed to improve sales outcomes and reduce the duration of the sales cycle. Each of the formal sales training programmes within the curriculum is customised to enhance skills based on the sales stage and complexity of the sale. When your salespeople show up, they must be exceptional — cutting through the noise and distilling what matters most. That’s where we come in. We’ll train your sales team to outperform the competition when the buyer has heard it all and is looking for substance.
Training for Sales Professionals
![young sales professional sitting at her desk on the phone with a client using the consultative selling skills she learned in richardson's training program]()
Consultative Selling Training for High-Performing Sales Conversations
This training programme teaches a customer-focused approach to planning and executing sales calls. Teams learn to engage customers in needs-based dialogues that build credibility, enable better problem-solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your solution.
![confident sales woman walking up the stairs on her way to a meeting with clients where she is going to use the Challenger approach to drive the deal forward]()
The Challenger Sale
Challenger sales training equips teams to lead with insight, engage the right stakeholders, and deliver value through every interaction to help your team close larger deals faster.
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Consultative Opportunity Pursuit Training for Sales Teams
Consultative Opportunity Pursuit training balances the need for prescription and agility by arming sellers with a formula for success and the ability to execute it.
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Six Critical Skills Training
The Six Critical Skills training programme helps your team build the soft selling skills they need to help them open more doors, better understand customer needs, and position more value.
![young stylish african american sales person completing her prospecting activities on her phone because she has the ability to prospect with agility after completing richardson's prospecting training program]()
Consultative Prospecting Training for Sales Teams
The Consultative Prospecting Training programme equips your sales professionals with an agile approach to targeting, messaging, and engaging high-potential prospects to develop relationships and pursue new business opportunities with existing or new customers.
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Consultative Negotiations Training
The Consultative Negotiations Training program builds agile negotiation skills to enable sellers to realize the full value of the sale. Sellers develop the knowledge, confidence, and skill to avoid losing control, read and adapt to each situation, and guide the negotiation to a mutually beneficial result that maximizes their outcome and protects the relationship.
![attractive male and female sales professionals looking on a smart phone to review an account plan they learned how to create in richardson's prosperous account strategy training program]()
Prosperous Account Strategy Training
This programme teaches your team to apply a customer-centric approach to identifying priority accounts, analysing critical information, and developing a strategy to find the white space so your team and customers prosper.
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Solution Messaging Training
Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasises the value of solutions for customers’ problems and critical business issues.
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Solution Selling® Training for Buyer Alignment and Sales Success
Solution Selling® is a high-performance sales execution methodology that helps sales professionals tap into their customer’s pain points by employing processes, tools, and critical skills development to keep the customer as the focus of every sales engagement.
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Positioning a Price Increase Training Programme
The Positioning a Price Increase programme gives sales teams the skills to increase, or maintain profitability within existing relationships in a rising cost environment.
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Consultative Inside Sales Training
The Consultative Inside Sales training programme teaches inside sales professionals to quickly build rapport and keep the customer engaged over the phone. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.
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High-stakes Consultative Dialogues Training
Richardson's advanced sales training programme teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals.
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Sales Presentation Skills Training
The Sales Presentation skills training programme helps your sales team more effectively win business by delivering a consultative, customer-focused presentation that has impact, is memorable, brings value and actively involves customers.
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Storytelling Training
The Storytelling sales training programme teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act.
![a young female sales professional and her manager sitting at a desk with a computer in an airy office working on their channel partner management plan using the skills they learned in richardson's channel partner management training program]()
Channel Partner Management Training
Built for modern B2B ecosystems, our channel partner management training solution equips Partner Account Managers (PAMs) to navigate complex, multi-channel relationships and manage diverse roles beyond simply reselling.
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Sales Territory Management Training
The Sales Territory Management training programme equips your team with an approach to help them focus on how to segment a territory by analysing geography and prioritising current customers and prospects.
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Team Selling Training
The Team Selling training programme teaches your sales reps to build and drive high-performing selling squads that demonstrate cross-functional expertise, connect with all levels of customer stakeholders, and consistently outsell the competition.
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Virtual Selling Training Programme
This programme equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities.
Our Impact
12%5-12% Increase in Revenue
24%Improvement in skill efficiency
35%Increase in knowledge proficiency
900Global Clients
3.5M+Individuals Trained
I'm 30-min in and I'm already altering my behaviour, what a difference.
Recommended Resources for Sales Professionals
Brief: How Sales Professionals Are Overcoming the Status Quo
A sales professional’s toughest competition is the status quo. Download this brief to learn specific solutions to navigate this challenge.
Brief
Enhanced Service Through Consultative Sales Training Programme Brochure
Download the complimentary brochure to learn about a new customer service training programme, Enhanced Service Through Consultative Sales.
Brochure Download
Video: How to Effectively Assert Your Point of View in Sales
Watch this short video to learn what it looks like when a sales professional uses Richardson Sales Performance's “Assert Model” to share a challenging point of view.
Video