Consultative Selling - The Need for Dialogue | Richardson Sales Training

Does your sales team have the skills they need to engage today's buyers?
Constant acceleration of the buyer's journey means sales professionals have less time to get to know their clients and explore their needs. This crunch makes dialogue skills more important today than ever before.
The best way to quickly build trust with clients and differentiate yourself or your team from the competition is to apply a consultative approach in your sales conversations.
Consultative selling works because promotes an open dialogue to identify and provide solutions to a customer’s needs. It is hyper-focused on the customer, rather than the product being sold. This technique helps sales professionals better understand the challenges faced by customers so they can position their solutions in a more compelling and effective way.
Teams that are good at consultative selling typically achieve the following business benefits:
- Increased revenue from improving close ratios for new customers and expanding business with existing ones
- Competitive advantage from a sales approach that is tightly aligned to market needs
- Access to new and larger opportunities within current accounts from surfacing unrecognized needs
- Shortened sales cycle length from driving momentum and building buyer confidence to commit
To learn more about Richardson's Consultative Selling Training program download a complimentary brochure here:
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