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
Sprint Selling™ Training
Introducing Sprint Selling™, an agile selling methodology that helps you and your sales team understand buyers’ changing needs and act quickly to win.
Sprint Prospecting Training
The Sprint 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.
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.
Sprint Negotiations Training Programme
Build your sales team's knowledge, confidence, and skill to ensure they avoid losing control, read and adapt to each situation, and guide the negotiation to a mutually beneficial result that maximises their outcome and protects the relationship.
Consultative Selling Training
This training program teaches a customer-focused approach for 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 team.
Solution Selling® Training
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.
Sprint Dialogues Training Programme
The Sprint Dialogues Programme focuses on the critical structure of a sales conversation or customer meeting and provides a powerful roadmap for a successful, buyer-focused dialogue.
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.
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.
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.
Major Account Planning Training
This training programme teaches your team to apply a consistent, customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to find the white space within key accounts so that your team and customers prosper.
Evidence-Based Solution Selling® Training
The Evidence-Based Solution Selling® (EBSS®) training programme teaches your team to help their healthcare provider clients solve problems based on clinical evidence using a repeatable methodology, clinical selling skills, and tools to provide the customer experience that healthcare providers expect.
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.
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.
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.
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.
Intentional Pursuit Strategy Training
The Intentional Pursuit Strategy programme teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chances of winning and shorten the sales cycle.
Channel Partner Management Training
The key to a successful channel sales partnership is satisfying mutual business objectives. This takes a commitment to developing a shared vision, strong communication, and flexibility to continuously adapt to change. It also takes solid business and selling skills to build loyalty and become a true channel partner.
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.
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.