two sales professionals sitting at a desk looking happy because they have the soft selling skills they need to succeed thanks to richardson's six critical skills training program

Six Critical Skills Training

Build the core soft skills that fuel every sales dialogue. Develop presence, relating, questioning, listening, positioning, and checking to create trust, uncover needs, and position value.

Program Overview

Richardson’s Six Critical Skills Training develops the conversational and critical thinking abilities sales professionals need to succeed in today’s market. With traditional competitive advantages eroding, these soft skills are what elevate the quality of customer interactions and differentiate your team. The program gives sellers and customer-facing professionals the ability to establish credibility and build trust quickly, foster openness in conversations. uncover and understand customer needs at a deeper level, and position solutions persuasively and gain alignment. The Six Critical Skills also extend beyond sales. Managers apply them in coaching, while non-customer-facing employees use them to strengthen internal dialogues and collaboration.

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For Who

Service Professionals

Sales Professionals

Marketers

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Format

Digital Learning

Virtual instructor-led

Instructor-led

Blended Learning

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Duration

Half-day ILT or 1, four-hour VILT workshops with pre and post digital learning

Key Areas Covered

Critical Skills for a Sales Dialogue

The moment of truth is in the dialogue. The Six Critical Skills are the observable behaviors that support a sales dialogue. They allow sales professionals to leverage their natural strengths to create a dialogue, foster the openness and trust needed to understand customer needs, communicate in a compelling way, and close profitable business.

Demonstrating Emotional Intelligence

Consultative Selling is human and natural. Sales professionals need a process and skills to leverage their natural styles, not a rigid set of steps or manipulative tactics that suppress their natural styles. We work with sales professionals to generate self-awareness, the foundational building block for increased emotional intelligence and more effective human interactions.

Winning Profitable Business

Growth is about getting to the next level and increasing confidence. These critical skills help sales professionals to use their unique set of strengths and opportunities for improvement to foster positive relationships, create exceptional buying experiences, and build trust to win more business.