 | Richardson — Coaching Problem Performers
Richardson — Coaching Problem Performers
Richardson’s Coaching Problem Performers Program teaches sales managers to use Consequence Coaching, which is a convergence of both Developmental and Evaluative Coaching. Consequence Coaching is developmental in that it is supportive and offers encouragement and evaluative in that it includes a
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| | | Richardson — Compelling Presentations (TM)
Richardson — Compelling Presentations (TM)
In this course, participants learn how to prepare, design, and deliver persuasive presentations in a unique format that combines memorable storytelling with compelling visuals. As a result of mastering this unique format, audiences will not only remember the presentation, they will find the key
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| | | Richardson — Consultative Negotiations
Richardson — Consultative Negotiations
Richardson's Consultative Negotiations program provides participants with a consistent process to achieve win-win negotiations that preserve profit while building effective, long-term relationships. The program covers every facet of a negotiation, from preparation, to controlling the opening and
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| | | Richardson — Consultative Selling
Richardson — Consultative Selling
Richardson's Consultative Selling program provides the process and skills needed to move from product-focused selling to a more client-focused approach. The program enables participants to lead highly effective sales dialogues, understand clients' needs, position customized solutions to meet those
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| | | Richardson — Consultative Telephone Selling
Richardson — Consultative Telephone Selling
This Consultative Telephone Selling program will help telephone Sales Representatives to maximize telephone sales opportunities by strengthening the skills needed to engage customers, build relationships, and close sales. The program is tailored for both inbound and outbound reps and focuses on a
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| | | Richardson — Cross-selling
Richardson — Cross-selling
Richardson’s Cross-selling Program teaches the analytical process and business skills to keep current relationships strong and uncover opportunities that may not be readily apparent. Participants strengthen their ability to engage in strategic dialogues, leverage the full resources of their team,
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| | | Richardson — Developmental Sales Coaching
Richardson — Developmental Sales Coaching
Richardson's Developmental Sales Coaching program quickly delivers the processes and skills sales managers can immediately implement to coach their salespeople to a higher level of sales excellence. It provides your managers with a method for conducting effective, interactive coaching sessions so
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| | | Richardson — Exceptional Customer Care
Richardson — Exceptional Customer Care
Customers call a Customer Service Department because they need help. Often, something has gone wrong and customers are frustrated before they even connect with your customer care representative. Richardson's Exceptional Customer Care program provides representatives with the process, skill, and
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| | | Richardson — Gaining Referrals
Richardson — Gaining Referrals
Richardson’s Gaining Referrals Program provides the process and skills to make asking for referrals a key component of an organization’s pursuit strategy. The Program helps participants overcome reluctance, stretch out of their comfort zone, and create a proactive, confident perspective.
| | | Richardson — High Impact Speeches
Richardson — High Impact Speeches
Richardson’s High Impact Speeches Program provides a Consultative Framework and skills to help sales professionals give highly compelling, audience-focused speeches. While the program includes delivery skills, the real heart of the seminar is focused on helping participants to think more
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| | | Richardson — Leading Effective Sales Meetings
Richardson — Leading Effective Sales Meetings
Richardson’s Leading Effective Sales Meetings gives sales managers the “empowering process” and skills to change the sales team’s typical attitude toward sales meetings and create a forum that is highly participative and interactive. Through highly customized cases and exercises, sales managers
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| | | Richardson — Managing the Funnel
Richardson — Managing the Funnel
Richardson’s Managing the Funnel Program helps sales managers adopt a disciplined process to continually analyze opportunities within the sales funnel and move them more quickly to closure. The Program is highly customized to your sales process and fully integrates your funnel management tools and
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| | | Richardson — Managing Virtual Teams
Richardson — Managing Virtual Teams
As sales forces and other teams become more and more geographically dispersed, managers have less and less actual “face time” with the individuals on their teams. Dispersed teams require that managers develop a unique skill set to lead these teams effectively and virtually. Richardson’s Managing
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| | | Richardson — Prospecting
Richardson — Prospecting
Even before you begin a sale, you have to earn the right to sell to that client. That is what prospecting is all about: getting your “foot in the door,” grabbing your potential client’s attention, and earning the right to begin the sales dialogue. In Richardson’s Prospecting program, you will
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| | | Richardson — Sales Presentations
Richardson — Sales Presentations
Richardson's Sales Presentations curriculum provides the skills necessary to design and deliver winning sales presentations to client decision-making teams. This solution helps participants to transform a traditional one-way sales presentation into an interactive two-way dialogue that wins
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