February 28th, 2014

Sales Dialogues – Provoking Needs, Can you do this?


Sales Dialogues – Provoking Needs, Can you do this?

When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.

In this video blog post, Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, explains how sales reps can avoid acting arrogant towards clients, and offers some sound advice for how to balance needs and insights.

If you are unable to see the video, please click here


Organizations invest substantially in sales training and development. This complimentary report from Training Industry and Richardson summarizes data and provides recommended strategies for maximizing the impact of sales training over time. Click here or on the image below to download this report.


About The Author: Andrea R. Grodnitzky

As Richardson’s Chief Marketing Officer Andrea is responsible for leading Richardson’s marketing team in increasing brand awareness and relevance. She prioritizes understanding the buyer journey to ensure the company adds value to customers at each step along the way.As an executive sponsor, Andrea also frequently consults with clients on global, long-term solutions for multi-tiered audience levels. Because of this extensive, client-facing work, Andrea is one of Richardson’s key thought leaders in the area of sales performance improvement. Andrea frequently publishes white papers, blogs, and videos on various sales-related topics and speaks at client and industry events.

Andrea R. Grodnitzky

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