young sales professional sitting at her desk on the phone with a client using the consultative selling skills she learned in richardson's training program

young sales professional sitting at her desk on the phone with a client using the consultative selling skills she learned in richardson's training program

Consultative Selling Training

Equip your team with the structure, skills, and confidence to lead meaningful, buyer-focused sales dialogues that drive results.

Program Overview

Buyers today expect more than a pitch—they want a partner who understands their goals and challenges. Richardson’s Consultative Selling Training equips sales teams to lead customer-focused conversations that create value and build trust. As one of Richardson’s two core offerings, this foundational program lays the groundwork for success across the sales cycle. It’s the ideal starting point before advancing to skills-based programs like prospecting, negotiation, or opportunity pursuit. Sellers learn to structure their conversations, uncover needs, position value, and close with confidence.

For Who

Sales Professionals

Sales Managers

Business Development

Sales Leaders

Format

Virtual instructor-led

Instructor-led

Blended Learning

Digital Learning

Duration

1 or 2-Day ILT Workshop; Two or Four 4-hour VILT Workshop; Pre and Post Digital Learning

Key Areas of Content

Rigorous Planning and Preparation

Apply a systematic approach to preparing for customer meetings to shorten preparation time and improve call quality. Use tools to set call objectives, anticipate customer needs, identify potential value, prepare for objections, and visualize call flow.

Deeper Understanding of the Customer

Sales professionals learn how to build connections with customers to engage them in productive dialogues, ask a full range of questions, float ideas, and ensure the development of active listening skills to fully understand needs.

Positioning Value that Differentiates

Sales professionals learn how to describe capabilities and solutions using compelling messaging that links value to customer needs.

Resolving Sales Objections

Sales professionals learn to take a positive mindset toward objections to avoid defensiveness and self-serving behaviors that undermine trust, and equip themselves with a four-step model to resolve any objection.

Six Critical Skills for Selling

Leverage natural selling styles by developing mastery of the six critical skills that help demonstrate EQ and give your sellers the power and ability to apply the consultative selling framework naturally and effectively.