Category Archives: Consultative Selling

January 27th, 2014

Why Selling is a Joke


Why Selling is a Joke

A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand.

“Listen,” the CEO said, “this is a very sensitive and important document here, and my assistant has gone for the night.  Can you make this thing work for me?”

“Certainly,” said the young executive.   He turned the machine on, inserted the paper, and pressed the start button.

“Excellent, excellent!” said the CEO, as his paper disappeared inside the shredder.   “I just need one copy…”

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January 13th, 2014

Achieve Better Sales Results Through Better Preparation


Achieve Stronger Sales Results Through Better Preparation

“By failing to prepare, you are preparing to fail.” – Benjamin Franklin, Scientist, Inventor, Statesman

It’s early January and many New Year’s resolutions have already fallen by the wayside. If there’s room for one more on your list, I encourage you to add this one: Preparation.

Anyone who has painted a room knows the importance of properly preparing before painting. Proper preparation generally takes more time than painting itself and can be tedious, which is why many choose to skip or cut short this step in favor of “just getting on with it.” A true professional might get away with less prep than the average person, but a sloppy job is a constant reminder that cutting corners rarely pays. Doing the job right from the start requires a good plan, patience, and discipline. The resulting satisfaction from a job well done likely includes the realization of how important those preparation steps were to the process.

In sales, the need to prepare is no different. Even the greenest sales rookie knows to take time to prepare before a sales meeting or call. But what’s the proper way to prepare? What boxes should you check before proceeding?

We take preparation very seriously and categorize it into three groups: strategic, client, and technical. Here are a few ways you should prepare when going after new targets:

Strategic Planning

Look at the big picture. Where are you in » Continue Reading.

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October 25th, 2013

Dialogue: The Oldest New Killer Sales Skill


Dialogue: The Oldest New Killer Sales Skill  

The World of Buying and Selling Has Changed

Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.

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October 16th, 2013

Objection Resolution Model: Why is it Important?


Objection Resolution Model: Why is it Important?

For many salespeople, objections are the toughest obstacle they face in making a sale. Today, it is crucial for sales reps to be able to handle and recover from objections because they are unavoidable. Join us for this video blog post as Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses the purpose of Richardson’s Objection Resolution Model and its ability to establish credibility for a sales rep who can consultatively deal with resistance from a prospect or client.

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April 2nd, 2013

Communicating a Brilliant Idea that Commands the Client’s Attention

Communicating a brilliant idea that commands the client’s attention

Today’s Blog is written by Michael Dalis,  a Richardson facilitator & coach.

You know the look.  I’m the client.  You’re seated across the table from me.  In response to my question or request, you’ve begun laying out the details behind a brilliant idea that you are convinced will help my organization.  The problem is, the deeper you go into your solution, the more and more disengaged I become.  At first, there’s some eye contact, polite nodding, and the occasional grunt of acknowledgment.  Then, I begin looking at my watch and, longingly, at the door as I plan my escape.  What you hear as appreciation and agreement to your proposed next step is, in fact, an end to our discussion so that I can get back to my real work — and sincere doubt about whether I will subject myself again to this “death by 1,000 facts.”

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October 8th, 2012

Dear Challenger: Sincerely yours, Willy Loman

Dear Challenger:  Sincerely yours, Willy Loman

In their article, The End of the Solution Sale, Matthew Dixon, Brent Adamson, and Nicholas Toman explain that there is no longer a need for salespeople to uncover customers’ needs because customers define solutions for themselves.  They propose that salespeople “altogether change how they sell;” for example, deliver a teaching pitch that enlightens customers and tells them what they need and what they should do.  The authors assure us with their research that this is how the new breed of successful salespeople win.

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October 1st, 2012

Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards

Brandon Hall Excellence Awards

Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards – Consultative selling skills and systematic approach to sales coaching and change leadership proven to help companies execute sales strategy and drive business outcomes


Richardson clients took top honors in the 2012 Brandon Hall annual Excellence in Awards for Learning, Talent Management, and Sales and Marketing. The awards included:

Gold, Best Model of a Growth Focused Organization — Cox Media Gold, Best Program for Sales Training and Performance — Experian Silver, Best Sales Leadership Development Program — Cummins

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September 5th, 2012

The Missing Link in the Challenger Sales Training Approach

Challenger Sales Training Missing Link

I recently read a white paper by a competitor that I’ve long known and long respected.  The paper reflected the influence of The Challenger Sale on this company’s sales methodology.  The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow growth economy.  Several voices in our industry have argued against the Challenger sales training approach.  My initial reaction was to recognize it as an approach that I didn’t buy into — live and let live.  But the interest in Challenger sales training that I have seen has spurred me to add my voice.

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