Richardson Launches Just-in-time Sales Performance Support Tool; Audio-based Lecturettes Provide Listeners With on-demand Sales Support and Coaching.Business Editors PHILADELPHIA--(BUSINESS WIRE)--Jan. 30, 2003 Richardson, a dominant leader in blended sales training and consulting, today announced the launch of Richardson Live(TM), an audio-based sales performance support tool. In the car, on a plane, or even at home -- Richardson Live is designed for the sales professional on the go. Short, clear, and prescriptive, these comprehensive audio tracks provide listeners with the skills, strategy, and motivation to build relationships and close business. Richardson Live is a series of concise, hard-hitting audio disks. On these disks, Linda Richardson, industry leader and founder of Richardson, coaches salespeople on key teaching points around hot topics that salespeople and support team members must know (and do) to achieve their objectives and improve their results. Each disk contains up to 12, three to five-minute audio tracks that draw from Richardson's over 25 years of experience in coaching leading sales organizations across a multitude of industries. "Richardson Live is a tool we have created in response to salespeople who want a fast, effective refresher to keep them at the top of their game," says Linda Richardson, President and CEO (1) (Chief Executive Officer) The highest individual in command of an organization. Typically the president of the company, the CEO reports to the Chairman of the Board. of Richardson. "We polled our top trainers for the topics and coaching points that salespeople have identified as their priorities and we created training around each of the topics so that salespeople can listen to them again and again to prepare and debrief de·brief tr.v. de·briefed, de·brief·ing, de·briefs 1. To question to obtain knowledge or intelligence gathered especially on a military mission. 2. ." Richardson plans to release a full series of audio disks on a variety of sales, sales management Sales Management Role and Goal Importance of sales management is critical for any commercial organization. Expanding business in not possible without increasing sales volumes, and effective sales management goal is to organize sales team work in such a manner that ensures a , and sales process A sales process is a systematic approach for performing product or service sales. The reasons for having a sales process include seller and buyer risk management, achieving standardized customer interaction in sales and scalable revenue generation. topics. Currently available are the following disks and their respective tracks: -- Six Critical Skills 1. Structuring Questions to Uncover Needs 2. Prefacing Questions to Encourage Client Responses 3. Drill-down Questions to Impact Sales Results 4. Effective vs. Efficient Listening 5. Persuasive Positioning 6. Checking -- The Power Skill 7. High Impact Presence 8. High Mileage Track listing
-- Consultative Selling Consultative selling emphasizes customer needs and meeting those needs with solutions combining products and/or services. A consultative salesperson typically provides detailed instruction or advice on which solution best meets these needs. 1. Leveraging the Opening 2. Leading an Effective Need Dialogue 3. Resolving Challenging Objections 4. Offsetting Pricing Objections 5. Positioning an Effective Solution Dialogue 6. Closing to Win/Maintaining Momentum 7. Maximizing Sales Call Preparation 8. Asking a Complete Range of Questions 9. Cross-selling 10. Selling against the Competition 11. Understanding Decision-makers 12. Uptiering -- Coming Soon -- Consultative Negotiations, Developmental Sales Coaching, Consultative Telephone Selling, Exceptional Customer Care, and Sales Presentations Developed for delivery in a variety of file formats, the Richardson Live series can easily be played on most computer systems, portable compact disk players com´pact disk` play´er n. 1. an electronic device containing a laser, used to read or play back the data on a compact disk. The term is usually used for the type of device used to play music recordings. , MP3 players, and Pocket PCs for on-demand sales training and information. The compact disks can be ordered through the web at http://www.richardson.com/contactus/live.html. About Richardson Richardson (www.richardson.com) is a leading sales training and consulting firm Noun 1. consulting firm - a firm of experts providing professional advice to an organization for a fee consulting company business firm, firm, house - the members of a business organization that owns or operates one or more establishments; "he worked for a . We accelerate the productivity of sales people by ensuring they have the skills, strategies, and processes to achieve their objectives and implement their organization's strategy. Utilizing our comprehensive curriculum, coaching, and consulting, we help develop the critical skills sales organizations need to win. Our curriculum includes sales, sales management, strategy, negotiations, and service training delivered through seminars, one-on-one and team coaching, and interactive eLearning. Leveraging more than 25 years of seminar and consulting experience, Richardson now offers over 100 hours of eLearning Richardson QuickSkills(TM) as a flexible, interactive, high-impact eLearning alternative to clients and individuals worldwide. The Richardson QuickSkills are available through the Sun(TM) Enterprise Learning Platform, offered by Sun Educational Services, which is the training group of Sun Microsystems Sun Microsystems, Inc. (NASDAQ: JAVA[3]) is an American vendor of computers, computer components, computer software, and information-technology services, founded on 24 February 1982. , Inc. To deliver synchronous learning Synchronous learning refers to a group of people learning the same things at the same time. This is the type of pedagogy practiced in most schools and undergraduate programs, but not in graduate programs. Lecture is an example of synchronous learning. events and real deal coaching, Richardson partners with Centra. Centra (NASDAQ NASDAQ in full National Association of Securities Dealers Automated Quotations U.S. market for over-the-counter securities. Established in 1971 by the National Association of Securities Dealers (NASD), NASDAQ is an automated quotation system that reports on :CTRA CTRA Canadian Therapeutic Recreation Association CTRA College Terrace Residents' Association CTRA Canadian Telecommunications Resellers Alliance CTRA Committee To Restore America ) is the world's leading provider of software infrastructure and ASP services for eLearning and business collaboration. |
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