DURATION

1-Day ILTWorkshop; Two 4-hour VILT Workshops, Pre and Post Digital Learning

FOR WHO

Inside Sales Professionals

FORMAT

VILT, Instructor-led, Digital, Blended Learning

Key Elements Of Program

Unlock the Potential of Your Inside Sales Team with Consultative Training

Automated sales tools have created new efficiencies for field and inside sales teams. These solutions make it possible to reach more customers without in-person meetings or travel. Success with this model cannot come from volume alone. More customer conversations will not move the needle unless you provide your team with sales training for telesales that equips them with skills and strategies to drive value in each interaction.

Consultative Selling Training Program Brochure

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At-A-Glance

3M+

Individuals Trained

130

Global Certified Facilitators

3,500

Virtual Sessions Completed in Past 6 Months

4.7

Average Facilitator Score out of 5

Richardson Sales Performance’s Consultative Inside Sales Training Program

The Consultative Inside Sales training program trains sales professionals who sell over the phone to connect solutions to needs and drive tailored value. It offers a specific framework designed to fit the inside sales model. Sales professionals learn about the biases and psychological principles at work in customer interactions and how to navigate them.

Consultative Selling Training Program Business Benefits

Upon completing the Consultative Selling skills training program, your sales team will experience the following business benefits:

  • Differentiation through a constant focus on satisfying your customers’ needs and continuously bringing solutions that add value with each phone call
  • Shortened sales cycle by closing more profitable opportunities faster by leveraging telesales skills training within your organization
  • Expanded depth and breadth of a solution during telesales conversations through cross-selling additional products and services
  • Increased effectiveness and quality assurance of phone selling through a consistent, organization-wide sales process
  • Continuous improvement from sharing a common “language” and best practices for teleselling that increases the effectiveness of coaching sessions

Key Areas Of Content:

In this program, we equip sales professionals with a process and best-practice behaviors to effectively open an inbound customer call by identifying the customer’s purpose for calling and taking ownership for helping meet the customer’s needs and effectively open an outbound call to establish the value to the customer in speaking with you, and gain the customer’s attention.

We teach sales professionals to fully engage the customer by getting them to open up and share their needs and priorities by focusing on three areas: questioning, listening, and floating ideas to deepen the dialogue. The types of questions that are asked and the way they are asked is critical. In this program, we teach sales professionals what kinds of questions to ask — from big picture to tactical — and how to ask them. This program focuses on teaching sales professionals to ask open-ended questions, but also how to create a questioning strategy that allows them to trade information to get information, prefacing difficult questions with a benefit to illicit a response and diffuse defensiveness, and phrasing questions in a way that encourages openness and trust.

We teach sales professionals to articulate value to the customer by connecting their solution and capabilities to the customer’s needs. Sales professionals must know what matters most to the customer and how that varies depending on the person they are speaking to. In this program, we teach salespeople to articulate that value clearly, succinctly, and specifically to the customer rather than to leave the customer to draw their own assumptions or connect the dots. This is especially important over the phone because you often do not have visuals to help you express your points and generate greater understanding.

When faced with objections, most sales professionals react defensively or use self-serving behaviors that undermine customer trust. A consultative approach leads to not only resolving objections, but also to increasing connection with the customer and building trust and credibility. In this program, we teach your sales professionals how to develop a positive mindset toward objections, avoid defensiveness and self-serving behaviors that undermine trust, and equip them with a four-step, customer-focused model to resolve any objection.

Many sellers refrain from asking for commitment because they are concerned about rejection, being too pushy, or losing the opportunity. Treating closing like a process will lower the risk of rejection and increase the likelihood of gaining commitment and, ultimately, winning the business. In this program, we teach your sales professionals to use a model to increase their close ratio, build the skills needed to ask for the business with confidence, and how to end each call with a next step to advance the sale.

Our content is grounded in behavioral science. The focus on behavioral science across our program matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioral science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviors, and reach their goals.