Sprint Dialogues Training

Sprint Dialogues Training Programme Overview

Richardson Sales Performance’s 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. The Sprint Dialogues Framework provides salespeople with a consistent, repeatable process to more effectively execute their sales conversations.

The Six Critical Skills fuel and support the Framework, empowering salespeople to leverage their technical excellence and use every sales skill available to open more doors, better understand customer needs, more persuasively articulate value, and close more deals.

Sprint Dialogues Framework

The Sprint Dialogues framework consists of two foundational elements, selling sprints and the six critical skills.

Selling Sprints

A sprint is a burst activity that revolves around the key moments of conversation with the customer. Each sprint should result in a mini close.

Six Critical Skills

The moment of truth is in the dialogue. The Six Critical Skills are the observable behaviors that support a sales dialogue.

Sales Performance Platform Example: Resolving Sales Objections Video

One of the skills taught in the Sprint Dialogues training programme is resolving objections. In this programme, your sellers learn that customer objections are actually opportunities to gain insight into their deeper thinking. We teach your team to turn an objection into an opportunity by equipping them with skills that empower them to use questions to dig into the details of the objection, develop a deeper understanding of the customer's needs, and build trust - to ultimately improve their positioning message.

The video below is from a training module from the Sprint Dialogues training programme in our sales performance platform, Accelerate. It demonstrates common mistakes sales professionals make after a customer raises an objection.

Learn more about the Accelerate Sales Performance Platform and the programs available on this tool by downloading a complimentary brochure here.

Sprint Dialogues Training Programme Business Benefits

Sprint Dialogues training differentiates your team in the eyes of today’s buyers. It teaches them how to create value in the buying experience by helping customers better understand the true nature of a business issue and how best to address it.

Some of the greatest benefits this programme will drive for your organisation include:

• Increased revenue from improving close ratios for new customers and expanding business with existing ones
• Competitive advantage from building a sales culture that is tightly aligned to market needs
• New and larger opportunities from surfacing unrecognised needs
• Shortened sales cycle length from driving momentum and building buyer confidence to commit

Your team will be able to drive more revenue for your organisation through their improved ability to use dialogue skills that demonstrate credibility, foster trust and openness through authenticity, offer ideas that shape thinking and help surface unrecognised needs and connect the dots to create value.