Consultative Prospecting

Richardson Sales Performance
Training overview
Corporate / Group Training
On-site
1 day
Start dates
United States of America
Anytime - inquire to book

Course description

Consultative Prospecting

Consultative Prospecting is a needs-, dialogue-, and value-based relationship approach to pursuing new business opportunities with existing or new customers. Richardson’s Consultative Prospecting program takes an in-depth look at the critical dynamics of reaching new customers.

It includes four powerful elements that will increase your effectiveness in gaining access to prospect opportunities. The program provides a collection of dialogue models necessary to effectively position your value, gain agreement to new customer appointments, access senior decision makers, and leverage your contacts for referrals to new business.

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Training content

The learning objectives of the program are:

  • Utilize consistent strategies, models, and skills for making more compelling prospecting calls
  • Deliver a tailored, needs-based message at the very start of the prospect dialogue using a point of connection and a persuasive Value Statement
  • Overcome the challenges posed by gatekeepers through effective strategies and best practices
  • Up-tier to senior decision makers in a way that leverages existing relationships and knowledge
  • Reach new opportunities by effectively asking for customer referrals

About Richardson Sales Performance

sales-2020

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...


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Contact info

Richardson Sales Performance

Suite 400, 6201 Fairview Road
28210 Charlotte

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www.richardson.com


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