High-stakes Consultative Dialogues Training
Train your team to drive momentum by engaging in higher-stakes sales conversations with customers
Embrace the rewards of having higher risk conversations with your 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.
Richardson 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.
The programme 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
Sales Performance Platform Example: Asserting a Position
High-Stakes Consultative Dialogues Training Programme Business Benefits
Upon completing the High-Stakes Consultative Dialogues training programme, 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
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.
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 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.
We teach your sales professionals how to gain a current contact’s agreement to arrange a meeting with a senior-level decision maker by teaching them how to articulate a compelling reason for the introduction that shows value and minimises risk to their contact.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.