Monthly Archives: March 2015

March 5th, 2015

What’s your Questioning Strategy?

questioning-strategy

What’s your Questioning Strategy?

Asking to be a strategic advisor to your client usually never happens. But, having the right questioning strategy can build the credibility required to become one.

The questions that you ask and the way that you ask them can define how you operate and how you are perceived by clients.

Do you ask the questions that get you paid? These questions are your bread and butter; they’re part of your comfort zone. These questions allow you to position your solution and the need for your product or service. These are what we call “current situation questions” — questions that probe how the client is currently operating, his/her level of satisfaction with the operations, and facts about how he/she does business.

All good questions, but they’re the wrong places to start.

The best first questions are strategic ones that explore the client’s main objectives. What is he/she trying to accomplish? What are his/her key priorities and objectives? Why did he/she decide to change from X strategy to Y?

Why should we ask these questions first? Because we don’t want to focus on our agenda; we want to focus on the client’s. At this point, we want the client to talk about what is most important to him/her. We want the client to take the conversation — and us — where he/she wants it to go, not where we want it to go.

Some people think that asking too many » Continue Reading.

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March 3rd, 2015

Richardson Named to TrainingIndustry.com’s Top 20 Sales Training Companies List for Seventh Consecutive Year

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Philadelphia, PA — March 3, 2015 — Richardson, a leading global sales training and performance improvement company, has been named to TrainingIndustry.com’s 2015 Top 20 Sales Training Companies list for the seventh consecutive year. The Top 20 list recognizes the top providers for sales training services and technologies, and Richardson is one of seven companies included in the list each year.

Richardson develops customized sales training programs that change behaviors and provide measurable results. From assessing talent and developing sales teams through verifiable outcomes, coaching, and reinforcement, Richardson employs effective learning methodologies that draw on the best of interpersonal interactions to help build individual and organizational capabilities. Richardson has spent 30 years examining every type of sales conversation — deconstructing them, rebuilding them, and making them learnable and repeatable for each stage of the sales cycle.

Richardson has been recognized for providing outstanding service and a proven track record for delivering superior training and improving the impact of sales organizations.  Inclusion to this year’s Top 20 Sales Training Companies list was based on the following criteria:

Industry recognition and impact on the sales training industry Innovation in the sales training market Company size and growth potential Breadth of service offering Strength of clients served Geographic reach

“Being named to Training Industry’s list for the seventh consecutive year is a great accomplishment and something we are all very proud of”, says Jim Brodo, SVP for Richardson. “This » Continue Reading.

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