Consultative Prospecting

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

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.

Want to find out more?

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

Leadership t20 2018

Richardson

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...


Read more and show all training delivered by this supplier

Request info

Fill out your details to find out more about Consultative Prospecting.

  Contact the provider

  Get more information

  Register your interest

Contact info

Richardson

Suite 2800
1818 Market Street
19103 Philadelphia PA

 Show phone number
www.richardson.com

Request Information

Have a question about this course? Fill out this form and the provider will get in touch with you shortly

 
View again
 
Supplier Directory
Join our Supplier Directory to:
- Gain Traffic
- Get Noticed
- Showcase Your Services
- Free Listing Available