About this Workshop
Richardson Sales Performance's 7 Critical Skills Learning
Program enables learners at every level to execute their
customer conversations
Regardless of whether you have internal training, external partners, or nothing at all - this program will quickly give your learners a skill boost that is focused on helping them open more doors, better understand customer needs, and position more value. This is a full-day training program with lots of role-play to practice each and every skill using relatable case studies.
Benefits of the Workshop
Drive increased revenue by improving close ratios for new customers and expanding business.
Create competitive advantage by building a sales culture that is tightly aligned to market needs and drives business performance through buyer focused dialogues.
Shorten sales cycle length by driving momentum and building buyer confidence to commit.
Create new and larger opportunities by surfacing unrecognized needs.
Business Outcomes for the seven skills
More effective, professional internal and external dialogues
Improved confidence through stronger presence and relating skill
Stronger skill in eliciting information and understanding it through questioning and listening
Better ability to position solutions or recommendations
Course Details
Preparation
Selling requires a higher level of preparation to manage theenvironment, project professionalism and credibility, build rapport,effectively use technology, and thoughtfully create materials thatenhance and help engage while not distracting from real conversation.
Engagement Skills
Your skills have to be at a higher level to display presence and engage in meaningful discussion while holding the customer’s attention.
What Makes you Different
Is your team able to vocalize and put into writing a proper value
and vision statement that speaks to the potential customer?
Role Play of the 7 Critical Skills
Each of the 7 Critical Skills be be discussed and teams will be divided to
engage with each other to use and rehearse the skill.
Vision Creation and Differentiation
Understand what makes you different from the competition. How to use benefits rather than features to create a persuasive vison for the client.
Objection Handling
As the conversation progresses it is natural that the client may engage in objections. How we respond to those objections can make or break a conversation. We will practice with your team to engage with your common objections and how best to overcome
them and develop a long lasting relationship.
Role Play of the 7 Critical Skills
Each of the 7 Critical Skills be be discussed and teams will be divided to
engage with each other to use and rehearse the skill.
Vision Creation and Differentiation
Understand what makes you different from the competition. How to use benefits rather than features to create a persuasive vison for the client.
Objection Handling
As the conversation progresses it is natural that the client may engage inobjections. How we respond to those objections can make or break a conversation. We willpractice with your team to engage with your common objections and how best to overcomethem and develop a long lasting relationship.
Science of Sales
What happens psychologically for the client during the sales process? How can we support them through every stage? We will dive deep into each of these stages and what
needs the client has.
Presence
Best practices for demonstrating presence, including the use of verbal and non-verbal
cues, strong eye contact, and steady posture to infuse energy into the meeting.
Relating
Sellers need to work even harder to relate to customers. This discussion focuses on the
need for increased self-awareness and effort, and the importance of making human connections while engaging virtually or in person or on the the phone.
Questioning
Best practices for adapting your questioning strategy.
Listening
Best practice discussion for demonstrating listening. The more sellers elevate these
listening skills, the better they will be able to humanize the conversation.
Positioning
Continued discussion on the best practice facilitation skills. This section is focused
on the skill of positioning, allowing sellers to think beyond “product talk”, create structure at every opportunity, and challenge themselves to be concise.
Workshop Details
Delivery Method: Online (Teams)
Dates: June 27th & 28th
Time: 8:30 AM - 12:30 PM CST
Price : $1000 per person
Sign-up by clicking on book now. One of our team members will reach out to you and share more information and the link to making the payment.
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