Blog Posts - Sales Dialogues



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...

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...

Five Tips to Build a Rapport with Prospects and Clients

In my previous blog post I reviewed Why Building Rapport Matters.  As the saying goes, you never get a second chance to make a first impression. So, before you make that next call or meet that next prospect, take the time to think about how you wil...

When Warm and Fuzzy Doesn’t Build Rapport

Building rapport is a fundamental component of any client or prospect interaction. However, it still tends to get overlooked, even though it is a key element in establishing and expanding relationships. Rapport is the first step in Relating, which wi...

Why Building Rapport Matters

I have been working with a prospect over the past few weeks, and it has been a wonderful journey. She is not even a confirmed client yet, but I am extremely excited about the possibilities. What makes me so optimistic, either for the short-term oppor...

“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...

The Strategy of Questioning Skills

Great Questioning Skills Have Two Components: Part I – The Strategy There are two essential components to questioning skills in a sales environment. The first involves strategy — the “what” to ask. The second is about the “how” of ask...

Seven Tips to Improve your Trade Show Selling Experience

Seven Tips to Improve your Trade Show Selling Experience In my last post, Six Tips to Leverage Trade Shows as a Sales Prospecting Tool, I discussed ways to adopt a more targeted and strategic approach to leverage this tried-and-true sales prospecting...

Five Tips on Using a C-Level Executive in a Sales Meeting

Richardson’s own Senior Facilitator and frequent blogger, Michael Dalis, is currently featured on the HubSpot Sales Blog. Michael’s post is entitled 5 Tips on How to Use a C-Level Executive in a Sales Meeting and can be viewed by clicking here. I...

Five Misperceptions about Consultative Selling

Five Misperceptions about Consultative Selling In a world of dramatically changed B2B buying behavior, Consultative Selling remains one of the best ways — if not the best way — to focus on the client’s business issues and needs (not products fo...

Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills

Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills Often in sales, it is the intangible qualities that separate a high-performing salesperson from an average one. These intangible qualities include some combination...

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos  Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology industry. According to IBM, 85% of all new software is now being built for the cloud, an...

9 Common Traps of Selling with Insights and How to Avoid Them

9 Common Traps of Selling with Insights and How to Avoid Them Selling with insights successfully should markedly separate you from your competition. This more sophisticated sales tactic goes well beyond the transactional approach (or lack of approach...

Sales Dialogues – Provoking Needs, Can you do this?

Sales Dialogues – Provoking Needs, Can you do this? When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establ...

Improve your Sales Effectiveness with Insight and Dialogue

Improve your Sales Effectiveness with Insight and Dialogue Selling with insight is all the rage now.  I get why.  As Brian Fetherstonhsugh of OgilyOne has alluded, selling needs to evolve because buyer behavior has fundamentally changed.  While th...

Are Your Sales Reps Taking a “Show-up and Throw-up” Approach to Sharing Insights?

Can you please shut up? I’m trying to share an insight!

Dario Priolo, Chief Strategy Officer for Richardson reviews the importance of not just “presenting” insights, but actually communicating insights during the sales conversation. The post Can you please shut up? I’m trying to share an insight! ap...


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