solution selling training program

Solution Selling® Training for Buyer Alignment and Sales Success

Equip your team with a structured methodology to identify customer pain points, build momentum, and close more deals with confidence.

Program Overview

Solution Selling® Training provides a proven, structured roadmap to help sellers align with buyers, uncover core business issues, and advance deals with greater precision. The program teaches sales professionals how to connect buyer challenges to tailored solutions, ensuring the right activities happen, with the right stakeholders, at the right time. It’s especially effective for teams navigating long sales cycles, complex buying groups, or inconsistent pipelines. As part of Richardson’s broader solution set, Solution Selling® is ideal for teams ready to move beyond foundational skills and adopt a repeatable, opportunity-focused approach.

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For Who

Sales Professionals

Sales Managers

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Format

Virtual instructor-led

Blended Learning

Digital Learning

Instructor-led

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Duration

2.5-Day ILT Workshop; Five 4-hour VILT Workshops; Pre and Post Digital Learning

Key Areas of Content

A Map for Sales Success

Sales professionals learn a path to more effective buyer engagement, so they can quickly determine how potential customers have progressed on their buying journey, and how to adjust selling interactions to provide the most value.

Building Sales Pipelines

Sales professionals learn skills and methods to stimulate prospect interest and build and maintain pipelines. They also get access to tools that enable them to ensure consistent results.

Establishing Buyer Consensus

Sales professionals learn effective methods to gain access to people with power, develop trust and credibility, and build buyer agreement on the solution’s value.

Collaborating with Buyers

Sales professionals learn to identify and eliminate operational, financial, and transitional obstacles that prevent buyers from moving forward by teaching them how to execute an ongoing collaboration strategy.

Negotiating the Win

Sales professionals learn how to determine when an opportunity is ready to close, plan effective final negotiations, and secure business as a valuable exchange for all parties involved.