#salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.
Even tenured leaders, have you beed given a framework to use? role-play with a trusted advisor/ coach?
Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?
Tune in to my conversation with @Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.
Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we prioritizing being liked?
I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.
[00:04:34] Mindfulness in Difficult Conversations
The shift from mindful negotiations to mindfulness in difficult conversations, the challenges in conversations, and the role of ego and scenario planning in making conversations difficult.
[00:10:18] Reacting in the moment
Discussion on how people react under pressure and the fear of negative news affecting relationships.
[00:11:03] Sight of the purpose
The importance of maintaining focus on the objective of the conversation and not getting derailed by emotions.
[00:15:40] Power of silence and observation
The significance of asking questions, listening, and observing in sales conversations, and the benefits of being present and mindful.
[00:21:09] The Importance of Being Curious
Curiosity is key in sales calls to understand the other person's reality and differentiate yourself from other salespeople.
[00:26:48] Vendor vs Partner
The difference between being a vendor and a partner lies in understanding the client's world and delivering solutions related to their needs.
[00:29:00] Transitioning to a Management Role
The challenge of transitioning from an individual contributor to a management role and the importance of setting expectations and shifting focus.
[00:31:15]Setting Expectations and Role-Playing in Job Interviews
Importance of discussing real-life situations and role-playing in job interviews to set expectations for potential candidates.
[00:32:43]The First Difficult Conversation: Self-Assessment before Promotion
The importance of self-assessment before promoting someone to a management role to avoid costly mistakes.
[00:37:23]Balancing Relationship and Outcome in Difficult Conversations
Challenges faced by sales leaders in balancing the relationship with team members while achieving desired outcomes.
[00:42:15]Importance of Detaching Emotion in Difficult Conversations
The speakers discuss the challenge of detaching oneself from emotions during difficult conversations and the benefits of being an observer.
[00:43:12]Creating Room for the Other Person to Express Themselves
The speakers emphasize the importance of creating space for the other person to express their thoughts a
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
