Conversations with Confidence
Nearly every industry has been affected by current challenges, such as pricing pressure and supply chain issues. Give your team an edge over the competition with advanced training that helps them build long-term trust with customers by confidently navigating challenging conversations.
Why Choose the Conversations with Confidence Training Program?
The selling process has become more complex and dynamic than ever before as customers have more complex needs than ever before. Additionally, product delivery has increasingly become subject to pricing pressure and delays. For your team to be successful in tumultuous times, they need more advanced training that goes beyond the basic selling process. They need a competitive edge that empowers to proactively engage with their customers, addressing difficult conversations and positioning themselves as a trusted partner rather than another sales professional making promises they cannot always keep.
How will the Conversations with Confidence program benefit my team?
This customizable training program, available for virtual or in-person delivery, will teach your sales professionals the value of being proactive in addressing challenging topics with their clients.
Upon completion, your team will have the skills to:
Ask the right type of probing questions to better predict and preempt late-stage customer concerns that could cause a deal to stall
How to identify a customer’s communication style so the seller can quickly build trust and rapport
Uncover and address the various needs of larger, more complex decision making
Proactively and preemptively address customer concerns around issues, such as supply chain or pricing pressure, in a way that builds trust rather than fueling more concerns that could stall the deal.
Who is This Program Intended For?
The Conversations with Confidence program has been specifically designed for teams that are facing current or possible future issues, such as supply chain, deliverability of product, or pricing pressure. This advanced training will give your team a competitive edge that reduces friction for the customer and helps them build long-term relationships, increasing the lifetime value of their portfolio.
Program Benefits
Increased Self-Awareness
Participants will discover their own “behavioral DNA” and how it affects every interaction they have with prospects and customers
Improved Close Rates
Sellers learn specific ways to interact through each stage of the sales process to communicate value and appeal to the preferences of the customer
Improved Customer Relationships
Easy to implement communication strategies allow participants to tailor their communication to gain trust and build a strong, ongoing relationship with each customer
Enhanced Team Dynamics
Straightforward communication tips and coaching reports remove unnecessary conflict so your team can focus on what’s important
What’s included in the training program?
- Three, two hour virtual sessions* OR 1 day of in-person training* of practical, easy to implement strategies presented by one of our expert sales effectiveness trainers
- The Conversations with Confidence workbook
- Sales Behavior Coaching Report (25 pages) to help reps recognize their own strengths and blind spots—and effectively communicate with different buying styles
- Words for Winning with each Behavior Type worksheet
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*Program length customizable based on your organization’s unique needs and experience with the IMPACT process
Conversations with Confidence Program Overview
- Confidence Program Overview
- DISC and IMPACT Selling Fundamentals
- Effective Sales Communication
- Building Sales Conversations
- Gaining Commitment
- Next Steps
Enable your sales professionals to develop stronger, more profitable relationships with clients with the Conversations with Confidence training program.
We use ‘buyer styles’ as a way to differentiate our salesforce from our competitors—it has become embedded in our sales culture to such an extent that we never have a discussion or strategy session without understanding the buyer styles involved.
It’s the ‘special sauce’ in our sales culture that allows us to outsell our competition, because we ‘sell’ to our clients the way they want to be ‘sold.’ Our competitors sell everyone the same way; while we tailor each client interaction based on that buyer’s specific preference for communication.”
David Finch
Owner, ATCOM Business Telecom Solutions
Frequently Asked Questions
Why does each participant take their own personality assessment before the course?
Prior to the program, each participant will be asked to complete their own personal Sales Behavior Coaching Report. This 25-page report will give them powerful insight into their own personality traits and communication style along with the knowledge, skills, and tactics they need to optimize their approach to more smoothly deal with the behavioral types of their prospects and customers.
Do participants need prior training in the IMPACT selling process to complete this course?
While the fundamentals of the IMPACT process will improve overall effectiveness, participants aren’t required to have previous knowledge of the system to complete this course.
The course can be customized to include an overview of the IMPACT principles, making this program a great option for team members already trained in IMPACT who need a refresher, or for participants unfamiliar with IMPACT.
Additional Insights for Conversations with Confidence
4 Customer Personality Types Your Sales Reps Must Be Able to Recognize
How to Use DISC to Write Better Sales Emails
