Webvent Academy

Bringing Professionals Together

Adjusting Your Consultative Selling Approach to Engage the Modern Buyer

Tuesday, August 8, 2017 3:00pm - 4:00pm EDT

Host: Association for Talent Development
By: Adele Carter, Senior Consultant, Richardson

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Today’s buyers are ultra-informed and have more options than ever before. Yet, they are less equipped to make a decision and more likely to stick with the status quo. A consultative selling approach should help sellers cut through the noise and lead their customers to clarity.

In this webcast, you’ll learn how to bring a fresh approach to your consultative selling training programs. It will cover:

  • buyer psychology and the neuroscience and behavioral science behind how people form impressions, make judgments, and arrive at decisions
  • how to foster trust and encourage openness from your buyers
  • how to float ideas in a way that deepens the conversation, rather than limiting it.


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Adele Carter
Adele Carter

Senior Consultant, Richardson

Adele Carter, Richardson senior training consultant, calls on her 15 years of experience in corporate training and organization development, much of that in an in-house leadership role both domestically and internationally, with each assignment. She takes a client-focused approach in her delivery of sales, negotiation, presentation, and coaching programs, as well as developmental activities in support of corporate business goals and strategies.

Prior to joining Richardson, Adele was a senior business leader and head of global talent development for Visa. In that capacity, she led a team of 13 responsible for the design, development, and delivery of instructor-led and e-learning L&D solutions for approximately 7,500 global employees at all levels. Training covered such topics as leadership and management development, professional development, communications skills, and compliance.


  • Richardson Sales Performance

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