Consultative Prospecting

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.

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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

Leadership t20 2018


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...

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Contact info


Suite 2800
1818 Market Street
19103 Philadelphia PA

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