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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

Learn how our training dramatically improves the quality of your team's sales conversations.

Deliver value in the buying experience with a consultative selling approach

Today’s buyers are savvy, but they need sales professionals to help them diagnose their needs and identify solutions that drive desired business results. Your sales team needs consultative sales training to empower them to create value in the buying experience and differentiate themselves from the competition.

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For Who

Sales Professionals
Sales Managers
Business Development
Sales Leaders
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Virtual instructor-led
Blended Learning
Digital Learning
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1 or 2-Day ILT Workshop; Two or Four 4-hour VILT Workshop; Pre and Post Digital Learning

Consultative Selling Training Programme Overview

Richardson Sales Performance’s Consultative Selling training programme focuses on the critical structure of a sales conversation. It provides a powerful roadmap for a successful, buyer-focused dialogue.

The Consultative Selling Framework gives sales professionals a consistent, repeatable process to more effectively execute their sales conversations.

The Consultative Selling Framework

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

The Six Critical Selling Skills

six critical selling skills

Download the white paper: Elevate Your Consultative Selling Approach to Compete Today to learn how adopting a consultative approach competitively positions sellers to drive revenue.

Building Consultative Selling Skills with Richardson AccelerateTM

Learning to effectively resolve sales objections is one of the key concepts taught in the Consultative Selling training programme. Here, sales professionals learn to embrace customer objections as an opportunity to use questioning skills to learn more about the customer's needs and drive better alignment towards a solution.

The video below is an example of one of the learning modules from the consultative selling training content on our AccelerateTM sales performance platform. It shows learners an example of ineffective objection resolution behaviours with coaching tips to explain where the seller in the video went wrong.

Richardson's AccelerateTM uses a powerful combination of assessments, bite-sized learning modules, gamification, and video examples of selling skills to help learners build competencies ahead of in-person or virtual workshops to ensure the time spent in the classroom is focused on deepening understanding and practicing skills.

Learn more about the platform and its benefits by downloading the white paper, Learn, Apply, Win, Repeat with the AcclerateTM Sales Performance Platform here.

Consultative Selling Training Programme Business Benefits

Upon completing the Consultative Selling training programme, your sales team will experience the following business benefits:

  • Increased revenue from improving close ratios for new customers and expanding business with existing accounts
  • Competitive advantages from building a sales culture that is tightly aligned to market needs
  • Closing new and larger opportunities from surfacing unrecognised needs
  • Shorten sales cycles from driving momentum and building buyer confidence to commit

Great news! If Consultative Selling sounds like a good option for your team, you need to learn more about our Sprint DialoguesTM programme. It's an updated version of our Consultative Selling programme that includes instruction to help sellers more agilely execute consultative selling skills to respond to the rapidly changing needs of their customers to gain a competitive advantage.

Click here to learn more about Richardson's Sprint DialoguesTMtraining program.

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 Programme Brochure

Learn about building the foundational selling skills needed to improve the performance of your entire team.


Key Areas of Content

  • Rigorous Planning and Preparation

    We teach your sales professionals how to apply a systematic approach to preparing for customer meetings that shortens preparation time and improves call quality. We equip them with tools to set their call objective, anticipate customer needs, identify potential value, prepare for objections, and visualise the call flow.

  • Deeper Understanding of the Customer

    Sales professionals learn how to build connections with customers to engage them in productive dialogues, ask a full range of questions, float ideas, and ensure the development of active listening skills to fully understand needs.

  • Positioning Value that Differentiates

    Sales professionals learn how to describe capabilities and solutions using compelling messaging that links value to customer needs.

  • Resolving Sales Objections

    Sales professionals learn to take a positive mindset toward objections to avoid defensiveness and self-serving behaviors that undermine trust, and equip themselves with a four-step model to resolve any objection.

  • Six Critical Skills

    These critical selling skills give sales professionals the power and agility to execute consultative, buyer-focused conversations.

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