Richardson is a global sales training and performance improvement company. We collaborate with sales organizations to achieve greater levels of success by changing the behavior of its salespeople and sales managers. Our approach is highly collaborative, with a focus on enabling the right sales activity and effective customer dialogues. To help you achieve your goals, we partner with you to develop customized training programs and a culture of continuous learning to help drive improved organisation performance.
Selling With Insights®Learn More
Richardson’s Selling with Insights® is a customized sales training solution that teaches your sales reps advanced preparation techniques and dialogue skills to effectively present insights, create needs, and shape the customer’s thinking. Depending on the level of customization, Richardson’s Selling with Insights® is a one to two-day program that includes: pre- and post-work, learning sessions, planners, coaching, and a post-learning reinforcement tool, Richardson QuickCheck™. The Richardson’s Selling with Insights® also incorporates Richardson’s proven Insight Framework™ which helps reps systematically create, tailor, and communicate compelling insights to build credibility as a trusted business partner.
Consultative SellingLearn More
Richardson’s Consultative Selling Skills Program takes an in-depth look at the critical structure of a sales call or client meeting and provides a powerful roadmap for a successful, need-based dialogue. The program provides participants with two “sales roadmap” tools, the Consultative Selling Framework and Richardson’s Six Critical Skills, to enable salespeople at every level to more effectively execute their sales conversations. The Consultative Selling Framework provides salespeople with a consistent, repeatable process for conducting an effective sales dialogue. The Six 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 client needs, and close more deals.
Sales ProcessLearn More
We work with you to validate and, if needed, customize the sales stages and activities of each stage to ensure the sales process reflects how your team should be pursuing opportunities. We begin our process by bringing together key leaders and subject matter experts in your organization to understand both the current state and desired future state of your sales process.
QuickCheck™ is a training reinforcement program that deliverslearning through an “e-mail a day” sent directly to a salesperson or sales manager. The e-mail takes the salesperson or managerto a website that contains a short selling or coaching scenario with multiple choices for what to do or say next. As soon as the person selects an answer, they get immediate feedback on their choice, whether it is right or wrong. This methodology is effective because it is immediate, bite-sized, repetitive, and customized to the learner’s real world. The QuickCheck methodology was specifically developed with today’s busy sales force in mind!