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.
Consultative Selling Training Program Overview
Richardson Sales Performance’s Consultative Selling training program 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 leverage 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
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 program. Here, sales professionals learn to embrace customer objections as an opportunity to leverage 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 behaviors 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 Program Business Benefits
Upon completing the Consultative Selling training program, 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 unrecognized needs
- Shorten sales cycles from driving momentum and building buyer confidence to commit
Key Areas of Content
Rigorous Planning and Preparation
Apply a systematic approach to preparing for customer meetings to shorten preparation time and improve call quality. Use tools to set call objectives, anticipate customer needs, identify potential value, prepare for objections, and visualize call flow.
Deeper Understanding of the Customer
Build connections with customers to engage them in productive dialogues, and ask a full range of questions. Apply a questioning strategy, float ideas, and ensure the development of active listening skills to fully understand needs.
Positioning Value that Differentiates
Describe capabilities and solutions using compelling messaging that links value to customer needs. Apply a model for persuasively presenting solutions and build skills in positioning solutions to differentiate your organization.
Resolving Sales Objections
Develop a positive mindset toward objections, avoid defensiveness and self-serving behaviors that undermine trust, and equip them with a four-step, customer-focused model to resolve any objection.
Six Critical Skills for Selling
Leverage natural selling styles by developing mastery of the six critical skills that help demonstrate EQ and give your sellers the power and ability to apply the consultative selling framework naturally and effectively.