PHILADELPHIA, Aug. 29, 2017 /PRNewswire/ -- The buying and selling landscape has undergone a massive transformation in the past five years. Significant technology advances have enabled buyers to gain information about their options faster and without speaking to a seller. In addition, economic instability, geopolitical concerns, corporate scandals, and public relations blunders have created mistrust and heightened attention to risk and return on investment.
While buyers today are savvy, busy, pressured, and more demanding, they still need guidance to make the best business and personal decisions. Even though customers have unprecedented access to knowledge, they face the difficulty of sorting through what matters most and finding the value among all of the options. More information doesn't always translate into accurate, clearer understanding.
"We've reimagined our entire program with a sharp focus on the modern buyer — what they face, how they define value, and what it takes to gain their trust and business. With our new Consultative Selling Program, we're showing sellers how to create a competitive advantage and improve their ability to win more business by building their skills in creating customer value and helping buyers make an informed buying decision that drives the results they need," remarked Andrea Grodnitzky, Richardson's Chief Marketing Officer.
To be truly effective and differentiated in the eyes of today's buyers, sellers need to create value in the buying experience itself — that means helping customers to better understand the true nature of a business issue and how best to address it. They must demonstrate credibility, foster openness through authenticity, offer ideas that shape thinking and help surface unrecognized needs, and connect the dots to create value and build trust. Building trust is the most important factor when considering a purchase, according to respondents in an independent study from SAP.
To learn more about Richardson's Second Edition Consultative Selling Program, please contact Meghan Steiner at [email protected]
Richardson is a global sales training and performance improvement company focused on helping you drive revenue and grow long-term customer relationships. Our market-proven sales and coaching methodology combined with our active learning approach ensures that your sales teams learn, master, and apply new behaviors when and where they matter most — in front of the buyer. Get to know us, and learn about how we help drive the world's most inspiring sales organizations to their next levels of excellence.