Does Your Firm Need Sales Training?When looking for sales training or sales consultants, you will find a vast array of tips and techniques available. How do you know which system to chose? I know from past experience, most people tend to go from word of mouth referrals. It was recently suggested that I look into Richardson Sales Training. This is what I found out. Linda Richardson, Founder and Executive Chairman of the Board, has written numerous books. Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales, details "The Six Elements of the Dialogue Framework," which include greeting and introduction, rapport, purpose, agenda, time check and resolving objections up front. Other books written by Ms. Richardson include, Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, The Ultimate Sales Training Workshop: A Hands-On Guide for Managers, Winning Group Sales Presentations: A Guide to Closing the Deal and her latest book, Perfect Selling, just hit the shelves. It is described on the jacket as "A Proven 5-Day Program." The table of contents lists the five steps as: Connect, Explore, Leverage, Resolve and Act. It definitely looks interesting. So that kind of gives you a look at the company's founder. Let's check out the company. Richardson Sales Training is a consulting and global sales training company who offers the most inclusive solutions for your needs. They diagnose your needs and design customized, flexible training, whether it be classroom or eLearning or both. Then a reinforcement system is put in place to maintain improved performance. Richardson helps you figure out what it is your individual company needs and then they tailor a solutions for your managers and sales team in order to meet your needs. So, it is not a one size fits all type of system. They listen to you, and give you what you need! Richardson has live or online, elearning, trainings. That is a synopsis of what they say about themselves. For a little more in depth look, I went a couple of layers into their website and found their training curriculum listed. Their curriculum includes Selling Skills, which is broken down into consultative selling, sales presentations and sales strategy; Sales Management, which is outlined as sales leadership, developmental sales coaching, leading effective sales meetings, leading virtual teams, performance evaluation, coaching the coach, and remote coaching; Consultative Negotiations Curriculum, outlined as consultative negotiations, internal negotiations, team negotiations and collections; Exceptional Customer Care Curriculum, including face-to-face, phone, call center, service to sales, customer care -email, and customer care -chat; and last, but absolutely not least, Product Knowledge Resource Curriculum. The last curriculum is very unique as they produce product knowledge tools, not only for the product, but for the full range of your services. In my opinion, this is priceless. How can you sell something, if you don't know anything about it? They also have categories such as What to Listen For, Key Questions to Ask, Objections/Responses and more for your sales force in order to give them a place to start! |
