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Consultative Selling

Training overview
1 - 2 days
Next start date: Anytime - enquire to book - United States of America
On-site / Company-specific

Course description

Consultative Selling

Richardson’s Consultative Selling Program focuses on the critical structure of a sales conversation or customer meeting and provides a powerful roadmap for a successful, buyer-focused dialogue. The Consultative Selling Framework provides salespeople with a consistent, repeatable process to more effectively execute their sales conversations. TheSix Critical Skills fuel and support the Framework, empowering salespeople to leverage their technical excellence and use every sales skill available to open more doors, better understand customer needs, more persuasively articulate value, and close more deals.

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Who should attend?

This course is suitable for any and all sales professionals looking to develop their selling skills.

Training Content

Learning outcomes of this course:

  • Define Consultative Sellingand explain why it is crucial to creating customer value and winning business
  • Apply the Consultative Selling Framework to engage buyers in a customer-focused consultative dialogue, develop and expand relationships, and increase sales results
  • Identify the Six Critical Skills that power the Consultative Selling Framework and allow sellers to leverage their natural strengths to create a dialogue, foster the openness and trust needed to surface recognized and unrecognized customer needs, communicate in a compelling way, and close profitable business
  • Understand the science of Cognitive Dissonance and how customer objections arise and apply a model to defuse defensiveness and engage the customer to resolve their resistance
  • Increase seller’s awareness of their current sales approach, provide them with feedback on theirstrengths and areas for improvementand support them in developing strategies and skills to reach their next levels of sales excellence
  • Apply guidelines for giving and receiving feedback and peer and self-coaching skills to ensure ongoing development

About Richardson

Leadership t20 2018


We’re Richardson, a global sales training company focused on helping youdrive revenue and grow long-term relationships. Unlocking revenue for ourclients is what we do. Our goal is to transform every buyer experience byempowering sellers with the critical selling skills they...

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