Monthly Archives: March 2018

March 16th, 2018

Sales Traits That Inform Great Training

Sales organizations need training solutions that resonate. Doing so is possible with a focus on engagement techniques that speak to all sales professionals.

In our brief, Sales Traits That Inform Great Training, we look at five specific characteristics of sales professionals and how they can shape great learning:

How to engage sales professionals’ competitiveness with gamification Why high-quality video content establishes a common vision of excellence How peer-to-peer learning invigorates the social aspects of learning and selling How real-time progress monitoring offers instant gratification sales professionals crave The benefits of paced learning for busy sales professionals in the field

For more information about Richardson’s customized sales training contact us at

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March 15th, 2018

What Neuroimaging Tells Us about Trust and Pricing

pricing and sales

Dr. Angelika Dimoka wanted to know more about how the brain functions under trust and distrust. So, she designed a study and found a few willing participants to subject themselves to a brain scan. Their compensation: $35.

With MRI technology, she was able to see images of brain activity based on blood flow changes. One of her findings was that “the brain areas associated with trust and distrust adequately predict price premiums.” This has important implications for sales professionals because in an increasingly competitive marketplace, it’s become difficult to protect the full value of the sale. Customers, with greater access to information and buying options, are demanding lower prices. Meanwhile, as differentiation diminishes, sales professionals have few places to go. Too often, they reduce the scope of the sale to meet pricing demands, or they relinquish valuable terms. Fortunately, Dr. Dimoka’s work offers some interesting ways for sales professionals to overcome this challenge.

After exhaustively reviewing the scans, she learned that “the neural correlates of distrust are stronger predictors of price premiums than those of trust.” What does this mean? It tells us that distrust is, in fact, likely to have a bigger effect on price than trust.

Why is this?

The answer may be hidden in the fact that additional research shows that “distrust usually involves a strong emotional component while trust does not.” These strong emotions invigorate the customer to hold firm on their demands for a » Continue Reading.

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March 13th, 2018

The Difference between Resolving and Overcoming Sales Objections

difference between resolving and overcoming sales objections

For most sales professionals, “objection” is a nasty word, but it shouldn’t be. An objection signifies that the customer is thinking about your solution; they’re envisioning how it would work in their world.

Though they see a problem, that only means that they’re thinking critically about the solution, which means you have their attention. Moreover, if they’re vocalizing such a concern, they’ve provided the ultimate clue to eventually closing the sale by explaining where the roadblock is.

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March 9th, 2018

Five Ways to Resolve Sales Objections

resolve sales objections

Customers are armed with more information than ever before. They’re using this information to form their decisions earlier in the buying process.

In fact, once the sales professional enters the scene, many customers already have a fully formed picture of what they believe is the best way forward. This trend has become a problem for two reasons.

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March 6th, 2018

How Effective Sales Professionals Resolve Objections

resolving objections

Every sales dialogue eventually leads to a customer objection. Therefore, sales professionals shouldn’t try to avoid them. Instead, they should sharpen their sales skills and come prepared to resolve objections.

The problem, however, is that different customers across various industries will have different objections.

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March 1st, 2018

Selling Challenges Brief: Gaining Higher Prices with Sharper Negotiation Skills

Factors like competition and commoditization are putting pricing pressures on sales professionals. Customers, armed with more information than ever before, are analyzing their options before their first conversation with the sales professional. When the dialogue begins the customer’s expectations of costs are fixed. The challenge of gaining higher prices or even maintaining the full value of the sale is increasing.

This trend was a key finding in our 2018 Selling Challenges Study which included survey responses from hundreds of sales professionals across industries.

In our latest brief, Gaining Higher Prices with Sharper Negotiation Skills, we look at specific ways sales professionals can design a negotiation strategy that captures the full value of the deal. We cover skills like:

Build trust to overcome commoditization Know the difference between concessions and trading Overcoming deadlocks with conceptual buy-in Promoting the value of the solution with “priming”

Check out the brief and jump-start your sales prospecting strategy today.

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