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Richardson’s new High Performance Selling™ (HPS) is the next evolution of sales performance training. The program focuses on improvement solutions that balance both the science and the art of selling to provide a measured blend of both. It is based on best practices and current research about how customers buy, and it consists of three key components:
- Sales Process — the ability to follow a structured, consistent path and set of activities throughout the selling cycle
- Strategy — the culmination of decisions a salesperson makes to win an opportunity
- Customer Dialogues — the skills needed to have productive customer interactions throughout each stage of the sales process
Each training component of High Performance Selling™ is important to both salespeople — who want strategies and skills to win deals — and sales managers — who want to ensure that their sales teams are following a customer-centric process to increase their probability of winning and to improve the reliability of their forecast.
Who should attend?
This course is suitable for sales professionals and sales managers.
- To apply a client-focused approach to develop and expand customer relationships, leverage internal resources, and increase your sales results
- To apply a consistent and repeatable sales process — based on winning practices — and to increase selling efficiency and improve opportunity forecasting
- To learn a method for evaluating the appropriate stage for each opportunity in the sales process
- To identify the appropriate points in the sales process for strategic decision making to advance the sale
- To define what different stakeholders value and to tailor how you communicate your value accordingly
- To expand existing relationships by reaching new decision makers
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...