Richardson Brings the Classroom to the Web - Launches eLearning Consultative Telephone Selling Program

Richardson Brings the Classroom to the Web - Launches eLearning Consultative Telephone Selling Program

PHILADELPHIA, PA - January 9, 2002- Richardson, a leading provider of sales training and consulting, today announced the release of its latest eLearning course: Consultative Telephone Selling. Consultative Telephone Selling is particularly important today as alternatives and supplements to face-to-face meetings have become more important. The program is drawn from the Richardson seminar telephone sales program and brings 25 years of experience of seminar training with leading sales organizations to the Web. The eLearning modules are interactive, challenging, and fun to use to increase sales skill and performance.

The Richardson QuickSkills Consultative Telephone Selling program is made up of five bite size modules that provide sales professionals with an effective and highly efficient process for engaging clients on the phone and selling to them. The program is available for both inbound and outbound telephone situations. The interactive modules include:

    Opening - create a strong first impression and provide the customer with a compelling
    reason to stay on the telephone
    Need Dialogue - use a powerful questioning process and skills to understand customer
    needs and demonstrate that you are interested and prepared to meet those needs
    Resolving Objections - resolve challenging objections by maintaining rapport, ask clarifying
    questions to understand the specifics of the objection, position a response and gather
    feedback
    Solution Dialogue - position your solution in a customized, specific, graphic, and concise
    way so that you can increase your persuasiveness
    Closing - summarize details of the discussion, ask open-ended checking questions to get
    customer feedback, close, and capitalize on for buying signals or cross sell opportunities

"In addition to the five interactive training modules in which users get intensive, immediate feedback, each module includes model role plays and dialogue, examples, QuickTrainer lecturettes, and QuickTools," said Linda Richardson, President and CEO of Richardson. "As salespeople work through Consultative Telephone Selling modules, they make decisions and get intensive feedback on their choices. Our goal is to help salespeople succeed because of the strategies and skills they employ. Being extremely effective in sales takes discipline, know how, and self-awareness and that is what our Richardson QuickSkills curriculum provides - as much or more than classroom learning."

The Richardson QuickSkills Consultative Telephone Selling program has been developed from Richardson's time-tested and proprietary content. Redesigned for Web-based learning, Richardson QuickSkills consist of two parts - completely interactive, 15 to 30-minute scenario-based training in which learners make choices and receive intensive feedback, and a 30-minute robust training resource center containing role plays, definitions, and a QuickTrainer lecturette.

Other Richardson QuickSkills that are currently available to Richardson clients and partners include: Six Critical Skills , Consultative Selling Framework, Consultative Negotiations, Sales Presentations, Exceptional Customer Care, and Developmental Sales Coaching. Also available are the new Richardson QuickSkills Deal Makers: Resolving Price Objections, Selling Against the Competition, Cross-selling, Understanding the Key Drivers, Navigating the Decision-making Process: Uptiering, Team Presentations, and In-the-Action Coaching. Future enhancements to Richardson QuickSkills include the Richardson Sales Community, peer counseling, live real-time coaching, and wireless performance support tools via personal digital assistants.

About Richardson

Richardson is a leading sales training and consulting firm. We accelerate the productivity of sales organizations competing in changing markets. We utilize our comprehensive curriculum and our process of coaching to individuals and teams to develop the process and critical skills sales organizations need to win. Richardson's training and coaching successfully impacts every phase of our client's sales cycle. Our comprehensive curriculum includes sales and sales management, strategy, negotiations, and service training delivered though seminars, one-on-one and team coaching and interactive eLearning. Leveraging more than 20 years of seminar and consulting experience, Richardson now offers Richardson QuickSkills as a flexible, interactive, high-impact eLearning alternative to our clients worldwide. The Richardson QuickSkills are powered by Docent Enterprise™ (NASDAQ: DCNT), an award-winning Learning Management System. For more information, visit Richardson is a leading sales training and consulting firm. We accelerate the productivity of sales organizations competing in changing markets. We utilize our comprehensive curriculum and our process of coaching to individuals and teams to develop the process and critical skills sales organizations need to win. Richardson's training and coaching successfully impacts every phase of our client's sales cycle. Our comprehensive curriculum includes sales and sales management, strategy, negotiations, and service training delivered though seminars, one-on-one and team coaching and interactive eLearning. Leveraging more than 20 years of seminar and consulting experience, Richardson now offers Richardson QuickSkills as a flexible, interactive, high-impact eLearning alternative to our clients worldwide. The Richardson QuickSkills are powered by Docent Enterprise™ (NASDAQ: DCNT), an award-winning Learning Management System. For more information, visit www.richardson.com.

To learn more about Richardson, please contact us at info@richardson.com.