Blog Posts - Consultative Selling



The Millennial Generation in the Workplace – Adapting to the Millennial Learner

In case you missed it, last year marked a significant turn in the workforce. That was when millennials—those born between the early 1980s and late 1990s—became the largest segment of employees in the nation. This boom in the millennial generation...

4 Tips for Building Rapport

Rapport building in crucial, in fact, the most important advice for building rapport I can give is to make it as significant a part of the sales call as the Need Dialogue and Objection Resolution. This requires thorough preparation, and sales profess...

Why Rapport Building is Crucial

It seems to be a no-brainer that rapport building with customers is crucial for getting sales, however building rapport is a skill that many sales professionals struggle to master. But the reasons for doing so go well beyond any one sale or business...

3 Reasons Sales Professionals Struggle to Build Rapport

The ability to build rapport with others should be natural for sales professionals. It’s part human nature, part caring about customers, and a generous touch of sincere interest and curiosity. Yet sales professionals often have a tough time establi...

4 Simple Steps to Resolving Sales Objections

Objections are an inherent part of a sales professional’s job. It is virtually impossible to get through a sales opportunity without hearing at least one sales objection from the customer. It could be as simple as a direct question to gain better u...

Customer Objections Can Work In Your Favor

Ever heard the saying: “You don’t get a second chance to make a first impression”? Too often, sales professionals fear objections. More savvy professionals invite customer objections so they can resolve them in a consultative manner, which help...

Don’t Fear Customer Objections – Welcome Them!

Anyone in sales probably knows that it is not a field for the fainthearted. If your ego bruises easily or if you take no for a final answer, then maybe selling is not for you. The longer you work as a sales professional, the more objections you’re...

The Neuroscience of Sales: Unseating an Incumbent

Competing against an incumbent provider is one of the more challenging sales situations that we encounter.  The existing account holder likely has a stronger relationship with the client, first-hand knowledge of the client’s business, and enjoys t...

The Neuroscience of Sales: Resolving the Irrational Objection

In Sales, we hear them all the time — objections from our customers that just don’t make a lot of rational sense… not to us, anyway. We don’t say it out loud, but we’re thinking, “What? Where did that objection come from?” The irrationa...

Professional Selling Skills & The Importance of Networking

Your Client Network May Not be as Strong as You Think Proficiency in sales is a desired objective for individuals interested in building their professional selling skills. It denotes competence, expertise, know-how, and mastery. Yet, certain proficie...

Building Selling Skills: Avoid Always Saying “Yes”

When you are thinking about developing your selling skills you might focus on your ability to demonstrate execution proficiency. This sales proficiency is a desired objective for anyone who wants to improve their ability to build client relationships...

Weak Sales Performance vs. the Greatness of Strategic Sales Development

The definition of insanity, as attributed to Albert Einstein, is doing the same thing over and over again and expecting different results. When talking with sales leaders, I’ll often modify this definition and apply it to their circumstances. I’l...

4 Objections to Sales Training

I have been in sales for many years, well before joining Richardson last August. I have heard my share of objections from prospects and clients, and I thought it worthwhile to share some of the most common objections to sales training. I don’t ha...

Is sales training important for growing your business?

This could be a very short blog post. The answer, in a word, is “Yes.” But let’s look a little deeper into the reasons why sales training is important for growing your business. First, consider these assumptions: Sales professionals drive reve...

“What Keeps You Up at Night” and Other Pitfalls When Asking Open Ended Questions

There is one question that comes up in virtually every Richardson sales training session that I have conducted over the past 23 years. It is part of an activity in which teams practice coming up with and asking open-ended questions to buyers. This is...

Combining a Directive Statement with Good Open-Ended Questions

The three strongest words to begin good open-ended questions are what, why, and how. I discussed this in my previous post: Generate Deeper Sales Dialogues with Strong Open-ended Questions. Now, I want to share another tool to help you develop your...

Generate Deeper Sales Dialogues with Strong Open-ended Questions

When it comes to planning a questioning strategy, this is my philosophy: It is OK to ask people questions; it is not OK to question them. What’s the difference? If the police show up at your door, put you in handcuffs, guide you to the backseat of...

Planning for Rapid Sales Growth? Make Sure to Develop Your People First

How are you planning for rapid sales growth? I recently met with a prospect who shared his company’s plans for rapid sales growth. I asked about the company’s salesforce and how good the salespeople are. He replied that some are better than other...

How Effective Are Your Sales Professionals?

In conversations I’ve been having lately with prospects and clients, I’ll ask how well their sales professionals are performing on the job. Their answers focus on the more tangible areas of sales performance. They might refer to lagging indicator...

Your Sales Dialogue Wowed the CEO

But, Did Your Follow-up Ruin the Deal? As CEO of Richardson, I head an organization focused on helping other organizations improve their sales execution. And, as a CEO, I am continually the target of prospecting calls and e-mails by sales professiona...


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