Consultative Selling
The consulting sales training program focuses on the sharp structure of the sales conversation. It creates a map for a successful, customer-centric dialogue. The sales advisory structure explored in this course gives all your sales managers a complete process to more effectively execute all their sales conversations. The Six Critical Skills (Course) will also support your curriculum, helping sales professionals to take full advantage of their technical excellence and use all available sales and customer communication skills to open more doors, better understand customer needs, articulate value more convincingly, and close more deals.
Price – £90,06
Solution Selling
The Selling solution is a clear path to your buyer, seller alignment and sales success. Nowadays, managers and sales professionals need to know how to go through each stage of the sales process. Developing the skills to do this begins with the knowledge and ability of a sales professional to understand the most important business issue, problem, or potential missed opportunity of their client. Today, these are the real pain points of all employees and the missed opportunities are more noticeable, as enterprises, every time trying to navigate the uncertainty of a tense economy.
Price – £90,06
Virtual Selling
Empower Your Sales Team to Sell Virtually
Our current economic environment requires a change in how the dialogue with customers takes place and how we sell products to customers. We no longer need to meet with the customer and communicate face-to-face – options that we may have taken for granted in developing the relationship and trust between the seller and the customer. The way we prepared, participated, and followed customer dialogues and sales opportunities needs to adapt. Sales professionals must be equipped to overcome the artificial barrier that exists when selling in a virtual environment, using enhanced sales skills to attract, personalize and disarm customers. Virtual sales require a significant shift in the use of traditional skills, to possess information about a particular product, as well as sales to create a more attractive and connected customer experience.
Price – £119,10
Opportunity Pursuit
Employ an Intentional Strategy for More Successful Opportunity Pursuits
As the buying process becomes more complex, proactive, and iterative, managers and sales professionals often respond to customer changes and unexpected actions by competitors. To compete today, managers and sales professionals must move from a simple mindset of selling to the customer to helping the customer buy. This is the basic rule of sales training.
Price – £109,61
Consultative Prospecting
Open Doors to New Opportunities with Strategic Prospecting Training
Managers and sales professionals are constantly required to have strategic search skills to gain access to new accounts, find new customers, and senior decision makers to further grow their business. Often they have only one opportunity to do it right. To be truly successful, managers and sales professionals need ongoing training to learn how to build trust, add value, and create a foundation for win-win relationships.
Price – £102,25
Consultative Negotiations
Close Larger Deals Faster with Sales Negotiation Training
Sales professionals today must work harder than ever to reach the final stage in pursuing a sale: the negotiation. Therefore, the urge to close can overwhelm other considerations – namely, price. In the moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale. To protect the value of the sale, professionals must build skills through sales and negotiation training that enable them to convert demands into needs. Demands are inflexible. Needs can be addressed in ways that protect pricing. Training sales professionals to take a consultative approach to negotiations helps them control outcomes by connecting the value of the offering to the customer’s business needs.
Price – £90,88
Six Critical Skills
Build Soft Selling Skills to Unlock Role-Specific Capabilities
Traditional competitive advantages are eroding in today’s setting of widely available technology. As a result, soft skills are a way to elevate the value of the business and the quality of interactions with customers. The ability to be conversational, adaptable, and apply critical thinking is one of the best ways for your salespeople to differentiate themselves in the market.
Six Critical Skills training program helps your sales professionals build the core soft skills they need to help them open more doors, better understand customer needs, and position more value.
Price – £100,55
Consultative Inside Sales
Unlock the Potential of Your Inside Sales Team with Consultative Training
Automated sales tools have created new efficiencies for field and inside sales teams. These solutions make it possible to reach more customers without in-person meetings or travel. Success with this model cannot come from volume alone. More customer conversations will not move the needle unless you provide your team with sales training for telesales that equips them with skills and strategies to drive value in each interaction.
Price – £89,22
Major Account Strategy
Go Deeper and Wider to Protect and Grow Strategic Accounts
Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts. The outcomes of this methodology are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account.
Price – £105,46
Solution Messaging
Solution Messaging Training Makes Sales and Marketing Conversations Meaningful
Sales and marketing professionals need more than a strong product to drive business. They need a strong message to differentiate their solution from the competition. The Solution Messaging training program teaches a repeatable and reliable methodology that enables sales professionals and marketers to develop messages for their products and services that clearly demonstrate the ways their offerings solve customer problems and create value.
Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasizes the value of solutions for customers’ problems and critical business issues. The training also enables sellers to communicate the differentiated value of offerings more clearly to buyers, and thus win more opportunities, sell a broader set of the solution portfolio, and close business at higher margins.
Price – £116,81
High-Stakes Dialogues
Drive Momentum by Engaging in Higher-Stakes Dialogues with Customers
The buying journey is complex, dynamic, and increasingly subject to stalls and delays. Customers are continually integrating more information and people into the process, refining their thinking, and aligning on how to proceed. To thrive in today’s environment, sales professionals need advanced sales training that empowers them to proactively drive momentum by engaging in dialogues that increase alignment, clarify thinking, and drive differentiated value.
Price – £92,12
Evidence Based Solution Selling
Improve Your Sales Conversations with Healthcare Professionals Using Clinical Evidence
Healthcare solution providers are in the midst of a paradigm shift in their business model, which creates new expectations for sales professionals in the life sciences industry. To succeed today, healthcare and life sciences sales representatives need to be more than dispensers of product information. They must be prepared to help healthcare providers and organizations solve clinical and business problems based on the best available clinical evidence.
Evidence-Based Solution Selling® (EBSS®) is a repeatable methodology that gives sales representatives the clinical selling skills and tools they need to provide the customer experience that healthcare providers expect.
Price – £109,59
Channel Partner Management
Develop Channel Partners Business and Relationships Effectively
For organizations that use indirect channels sales partners for all or part of their revenues, Channel Partner Managers (CPMs) play an essential part of those companies’ success. Unfortunately, in working with our clients, we find that the role of the CPM is often defined too vaguely. Without clear guidance, a CPM will spend too much of their time simply reacting to partner requests, instead of working proactively to develop and maximize channel partner sales results.
Price – £136,78
Storytelling
Use Storytelling to Advance the Sale
As a sales professional, using stories fosters dialogues that ultimately inspire and motivate customers to take action. Building storytelling skills helps sales professionals create momentum that leads to identifying and closing more opportunities. Implementing both a process and the skills needed to tell an effective story will enable your sales organization to overcome the status quo, make emotional connections, and highlight important issues.
Price – £90,02
Presentation Skills
Sales Presentation Skills Training Helps You Outsell the Competition
Your sales professionals need to make a compelling case to get customers to act. While this can occur at any point in the sales process, a sales presentation is often the best opportunity to clearly lay out the case for change. Richardson Sales Performance’s Sales Presentation Skills training program helps sales teams win business by delivering a high-impact, customer-focused presentations that actively involve their customers.
Price – £104.53
Developmental Sales
Developmental Sales Coaching Training Transforms Managers into Inspirational Leaders
Sales coaching training is an undisputed means of driving impact. However, great coaching is counter-intuitive. A sales coach needs training to understand the barriers and resistance to coaching and then build skills to effectively improve performance.
Price – £104.53
Coaching Sales & Pipeline
Improve Forecasting and Pipeline Visibility With Sales Management Training
Sales managers need a repeatable, easy-to-master process for quickly reviewing their team’s sales pipelines and opportunities to provide meaningful and objectively-based coaching that improves their sales team skills.
Price – £98,15
Management Behavioral Interviewing
Build a Better Team with Behavioral Interviewing Training
Hiring new sales talent is a lever for growth, but many managers miss out on hiring the right candidates because they don’t know how to perform a thorough, performance-based assessment during the selection process. Behavioral based interviewing training for managers empowers your team’s leaders to build sales teams that will deliver results.
Price – £98,91
Leaders Leading Change
Maximize Your Sales Training Investment with Leadership Sponsorship
According to research from Gallup, 70% of change efforts do not achieve the desired outcomes. In fact, 52% fail with no evidence of change, and in some cases, change efforts result in long-term damage to the sales organization.
Central to successful organizational change are engaged senior leaders who actively sponsor the strategic change. To support your senior leadership in their roles as change sponsors, we offer a change management leadership training workshop to help them communicate and reinforce key selling behaviors.
Price – £87,56
Coaching the Coach
Build a Coaching Culture That Drives Results
Sales coaching delivers results, and sales managers who get coached are more likely to coach their team. The key to building an organization-wide coaching culture is having a common process. Richardson Sales Performance’s Coach the Coach Training program provides a process senior managers can use to prepare for and engage in successful dialogues.
Price – £89,05
Leaders Leading Change
Deliver Unexpected Value From Your Customer Service Team
Service professionals have unmatched insight into customers. Information learned on a service call reveals details about the customer’s concerns, needs, and interests. The customer’s tone, inflection, and word choice give the service professional a deep level of detail not seen elsewhere. Therefore, customer service professionals are an untapped resource for organizations seeking to use these details to deliver unexpected value.
Price – £94,32
Coaching the Coach
Retail Banking Service Training Enhances the Customer Experience
Traditional retail banks are struggling to attract and retain customers. The rise of digital entrants has equipped consumers to bank with more independence than ever. For this reason, 55% of bank executives see these new solutions as a threat according to research from PwC. As a result, “fewer than 20% of executives feel well-prepared for the future.”
Banking is highly competitive, and customers have a lot of choices. Customers are more demanding and less patient. Each interaction with a customer forms a view of your brand and is an opportunity to build brand loyalty, retain and grow revenue, gain referrals and develop a reputation for exceptional service (learn more here).
Price – £96,29
Solution Messaging
Solution Messaging Training Makes Sales and Marketing Conversations Meaningful
Sales and marketing professionals need more than a strong product to drive business. They need a strong message to differentiate their solution from the competition. The Solution Messaging training program teaches a repeatable and reliable methodology that enables sales professionals and marketers to develop messages for their products and services that clearly demonstrate the ways their offerings solve customer problems and create value.
Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasizes the value of solutions for customers’ problems and critical business issues. The training also enables sellers to communicate the differentiated value of offerings more clearly to buyers, and thus win more opportunities, sell a broader set of the solution portfolio, and close business at higher margins.
Price – £108,78
Sales and Marketing Alignment
Increase Business Wins With Sales and Marketing Alignment Consulting
For many organizations, a great divide persists between marketing and sales resulting in many problems including:
Inefficient use of company resources
Lethargic product launches
Low levels of cross-selling and up-selling
Reduced customer loyalty Increased customer churn rates
Higher operating costs
Lower profit margins
To help organizations overcome these challenges, Sales Performance, enables clients to adopt a sales and marketing alignment methodology, a repeatable process for developing high-value messaging for practical use by both marketing and sales.
Price – £113,36
