Course description
Selling with Insights
Richardson’s Selling with Insights® program trains sellers on advanced-level skills that allow them to know when and how to leverage insights in strategic dialogues with customers. In order to think like a business executive and connect their capabilities to the customer’s high-level business issues, sellers must identify potential blind spots in the customer’s thinking in which they can provide insight and create value for the buyer. This training program develops their ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience rather than just in the solution that the seller delivers.
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Upcoming start dates
Who should attend?
This course is suitable for any and all sales professionals.
Training content
Learning objectives:
Richardson’s Richardson’s Selling with Insights® training program will enable your team to:
- Prepare for and lead an insight-based dialogue
- Map competitive advantages to potential customer business issues (i.e., challenges and opportunities) based on research/knowledge of the customer
- Effectively prepare and leverage insight-driven selling planning tools to tailor a compelling storyline that creates value for a specific customer and buyer
- Apply the Insight Dialogue Model to effectively establish, reinforce, and maintain an environment of collaboration and mutual respect that fosters new and value-added thinking about how to achieve the customer’s strategic goals and objectives
- Make in-the-dialogue decisions to further explore, prompt, and shape customer thinking to align customer and seller perceptions around the true nature of a customer issue and how to best address it
Contact this provider
Richardson Sales Performance
Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation. From ensuring your sales managers are executing the right activities to equipping your sales team to...