Episode 40 – Changing the Sales Conversation with Linda Richardson

I don’t know Linda Richardson well, but she’s been a great mentor to me. She was one of the first people to teach consultative selling, and she built an enormous training company by practicing what she taught. She literally helped build generations of salespeople. I asked Linda on to talk about what might be her most important book, Changing the Sales Conversation. If you want to understand how to use insight-selling, this is where you’ll learn it.

I ask Linda to share her ideas about what insight is, the challenge of developing insight, why the sales conversation needs to change, teaching and learning, what skills are most valuable to sales professionals now, and how to help clients deal with risk.

Join my weekly Newsletter or apply for membership in my exclusive Inner Circle Mastermind Group.

Subscribe to my weekly podcast In the Arena.



  • http://www.5toolgroup.com/ Jay Oza

    So much wisdom from two leading thought leaders. Excellent interview. Got the book. Thanks.

  • http://FlourishandProsper.com/ Stan Dubin

    When asked which skills are not as important now and which ones are, Linda’s response included as still being important “the key skills of listening, questioning, positioning and relating.”

    If she is answering comments here, I’d like to ask if she was referring to “positioning” in the sense of Jack Trout/Al Ries’ book on Positioning, or if she had another use of this key skill in mind. If Linda is not coming here to respond to comments, would you mind giving your opinion on this Anthony?