Training Services

Conversation Skills for Discussion Leaders™


About This Program
Learn how to more effectively use the briefing center forum to explore your customer’s most critical business issues and collaborate on innovative solutions. Improve the capability of your Subject Matter Experts to deliver a highly customized briefing that can be adapted in the moment, in response to your customer's needs.



Format
Face-to-Face with Instructor
Duration
2 Days



Why This Program

While most briefing programs have a pool of speakers with excellent technical expertise who are able to deliver slide-driven presentations, the most effective speakers also possess the ability to shift between a prepared presentation and interactive dialogue with the customer. 

Discussion leaders who demonstrate this conversational flexibility dramatically increase the value of the briefing and move the sales cycle forward.



Learn To
  • Plan customer-centric messages based on expressed customer needs and expectations
  • Identify where the customer is positioned in the discussion cycle and how to proceed accordingly
  • Listen carefully to customer comments during the briefing and accurately summarize what was heard
  • Respond in ways that build rapport and demonstrate understanding
  • Move away from prepared slides in response to cues and questions from the customer
  • Ask thought-provoking questions to validate and discover customer perspectives and needs
  • Use the whiteboard to illustrate ideas
  • Encourage two-way conversation during the briefing
  • Link to comments made by customer to maintain relevant discussion
  • Manage group discussion
  • Handle difficult questions and objections in a way that moves the conversation forward
  • Demonstrate confidence through exceptional delivery skills
Benefits
  • Conduct more customer-focused briefings
  • Encourage productive customer interaction
  • Advance the confidence of your Subject Matter Experts
  • Increase the value of the briefing and move the sales process forward



Mandel Tools
  • Conversation Planner: A tool to help you gather info about your listeners and what's important to them.
  • Mandel BLUEPRINT®: A framework to help you structure your opening, main points, and closing.
  • ARM™ (Align, Respond, Maintain): A model for handling tough questions and objections.
  • Composure and Energy™: A summary of the key skills needed to demonstrate executive presence.
  • Thought-Provoking Questions: A job aid with questions that explore perspectives, possibilities, and feelings to guide conversations to a deeper level.
  • The High-Stakes Conversation Cycle™: A model for conducting conversations that balance understanding the other person's need with what you need from them.
  • Mindset Continuum: A tool to help you assess the degree to which listeners see you as a trusted advisor.
Instructional Approach
  • Based on learn-by-doing activities that produce skills that stick.
  • Designed to bridge the gap between knowing what to do and how to do it
  • Linked to your organization’s current business issues, initiatives, and goals
  • Focused on real world performance improvement and on-the-job application
  • Enlivened by built-in practice sessions
  • Supported by expert, individualized, in-the-moment coaching
  • Enriched by immediate videotaped feedback



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About Mandel

Mandel Communications is a global consulting and training services firm that has helped 100,000+ professionals from more than 500 companies in 55 countries develop Moment of Truth Communication and Selling Skills.
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