young stylish african american sales person completing her prospecting activities on her phone because she has the ability to prospect with agility after completing richardson's prospecting training program

Consultative Prospecting Training for Sales Teams

Win more business with an agile, structured approach to targeting, messaging, and engaging new prospects.

Program Overview

Consultative Prospecting Training equips sales professionals with an agile framework for initiating conversations, building pipeline, and generating qualified opportunities. This program helps sales teams plan, execute, and adapt their prospecting efforts using tools that align with how modern buyers prefer to engage.

It builds lasting prospecting skills and embeds a structured approach for uncovering and pursuing new business.

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For Who

Sales Professionals

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Format

Virtual instructor-led

Instructor-led

Digital Learning

Blended Learning

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Duration

2 Four Hour VILT Sessions or 1 Day ILT WITH PRE AND POST DIGITAL LEARNING

Key Areas of Content

Preparing with Critical Thinking

Sales professionals learn to identify ideal customers, engage with them in social environments, and build messaging to stimulate interest to create the cadence for a multi-touch prospecting plan.

Engaging with Potential Customers

Sales professionals learn to engage with gatekeepers in a collaborative fashion and apply a prospecting dialogue model designed to align with the prospect, demonstrate critical conversation skills and ask for an appointment.

Advancing the Conversation

Sales professionals build skills to easily transition from prospecting to opportunity pursuit. Your team learns to use tools to track deal progress and ensure they follow through on commitments.

Selling Sprints in Prospecting

Sales professionals learn to use a sprint methodology to assess their next best move against their original objectives using agile selling skills to stay in lock step with the prospects changing needs.