Richardson's Sales Training Methodology

Adults learn best by doing, that’s what we believe.

Andrea Grodnitzky

Richardson’s Interactive Sales Training Methodologies are Designed for Adult Learners

We believe that active adult learning is most effective when presented in a relevant context so that the skills, strategy, and knowledge are meaningful to participants and can be applied directly after the training.

Therefore, our design philosophy is to customize our core programs using our proprietary customizing process and tools. We incorporate participants’ real-world challenges, sales tools, and processes into developing cases/exercises.

Our sales training methodologies are based on the premise that adult learners are not blank slates, and we utilize a process of questioning and generating a dialogue before presenting concepts and models. By doing this versus lecturing, we gain participant involvement and buy-in before we build models and teach learning points.

We use a “learning by doing” training methodology to support behavior change through highly interactive training. Using our customized cases and exercises, we ensure that participants apply the skills and strategies learned and receive intensive coaching and feedback.

We utilize role plays, drills, in-the-action feedback, and other application techniques and supplement learning by doing with other best practice learning methods, including small group discussion, drills, flip chart development to capture participant opinions and ideas, and limited PowerPoint slides.

For Train-the-Trainer workshops, we not only provide Leader’s Guides, but we also provide in-depth Leader Notes for every case and exercise that provide additional insights and best practices.

Real-Time Redirects Foster Behavior Change

One of the unique training methodologies we use is called “redirect.”  This is a process in which the trainer stops the action and gives real-time feedback so participants are not only supported in the role play, but it also fosters behavior change by allowing participants to experience the impact of applying the new skills, models, and strategies as they increase their effectiveness.