Selling With Insights: How Can Sales Provide More Value to Clients?
In preparation for a conversation with the client, sales reps must be aware that the client already knows a lot. To differentiate the business, sales reps should bring new value added ideas to the discussion. In this video, Selling With Insights: How can sales provide more value to clients, Richardson’s Dario Priolo, Chief Strategy Officer, offers practical advice to sales about the process of providing value to highly informed clients.
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Selling with Insights™
Richardson’s Selling with Insights™ is a customized sales training solution that teaches your sales reps advanced preparation techniques and dialogue skills to effectively present insights, create needs and shape the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Richardson’s Selling with Insights™ program specifically targets modes of selling that we have identified in our work with top clients and industry experts, especially Create and Shape. In these modes, reps share insights, but what they share and how they share it depends on the appropriate response to the buyer’s location in their process. The goal in each mode is to increase your ability to influence decisions and win. To learn more, please click here.