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The Six Critical Skills are invaluable at all levels of the sales organization, as they provide a consistent methodology for sales reps. The Six Critical Skills represent the heart of the Richardson sales framework and are the foundation of a client-focused sales process. They allow users to create the building blocks for engaging dialogue, understanding client needs, closing business, and building long-term relationships. The Six Critical Skills are:
1. Questioning – determine client needs and obtaining in-depth information.
2. Checking – keep the content interactive, and getting client feedback and input.
3. Listening – understand client issues, and incorporating client ideas and priorities into your story.
4. Presence – project confidence and creating a level of comfort with the client.
5. Relating – establish rapport and building relationships.
6. Positioning – tell your story from the client’s point of view, not yours.
