Anne Grason, Regional Vice President
One trend we're seeing in terms of sales training and sales coaching in Chicago is in the manufacturing arena - there is more selling through distributors and indirect sales through channels. This changes the conversation sales professionals need to have with customers; there is no one-size-fits-all approach. Every sales conversation has to be customized to the specific selling environment, and sales professionals need to know how to change their approaches to suit the circumstances.
Sales Training Programs in Chicago
The consultative sales skills training program is the foundation of our approach to selling. Consultative selling is all about adding value to the moments spent with customers by engaging them in a genuine needs-based dialogue rather than a product-focused sales pitch. Our more targeted programs take the consultative selling approach a step further by ingraining selling behaviors in sales professionals that will help them achieve win-win outcomes in negotiations or help sellers learn how to step into the role of trusted advisor. Sales coaching training programs in the Chicago area are also available. Sales coaching training sustains behavior change within organizations by turning sales leaders into sales coaches. Individuals who complete sales coaching training learn how to provide constant and actionable feedback to their selling teams. Enhanced coaching skills enable leaders to continue to improve the performance of their teams after a formal sales training program is completed.
Meeting Client Selling Challenges in Chicago
Differentiation is a common challenge facing many of our Chicago clients. If little is inherently better or different about their offerings there is a risk of commoditization and it gets harder to make sales at the desired price point. To combat commoditization sales professionals have to become the differentiating factor. A Richardson client that sells service agreements as part of its portfolio experienced faced the challenge of commoditization. The company was being undercut by the lowest-price provider in the region. Richardson’s response was to develop an insight-led selling program that was customized to its specific situation and client dialogues. This approach gave sales professionals the skills to create and shape opportunities rather than to simply respond. They also learned to engage informed buyers differently, using insights to change the way customers think about needs or solutions. They began shifting the conversation away from features and benefits and toward disrupting the customer’s thinking through insights that added value.
Additional Service Areas for Richardson Sales Coaching and Sales Training in the Mid-West
Milwaukee, WI, Madison, WI, Fort Wayne, IN, Indianapolis, IN, Toledo, OH, Detroit, MI, Cincinnati, OH, Saint Louis, MO, Fort Dearborn Addition, Park Row, Burnham Place, Harbor Square, Cityfront, Film Row,Conleys Patch, Cityfront Place, Duncans Addition, Streeterville, Kinzies Addition, Shantytown, McCormickville, Swede Town, Killgubbin, Central Station, Melrose Park, Norridge, Ciero, Oak Park, Berwyn, Forrest Park, River Forest, Elmwood Park, Lincolnwood, Lyons, Maywood, River Grove, Summit, Evergreen Park, Evanston