What To Say When: The Anatomy of Successful Sales Conversations
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Speaker : COCO AMAR
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When : Thursday, May 08, 2025
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Time : 01 : 00 PM EST
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Coco has been coaching real estate agents to increase their volume from $0 to $20M+ for over twenty years. In the years before that, she gained experience in real estate sales as a top-performing Realtor® and broker in the luxury markets of California, Montana, and Florida, She is a Florida broker, a member of the Miami Realtor® Association, an International Coaching Federation-certified executive coach, an EQ-I 2.0-certified Emotional Intelligence Coach, and a REIN Institute-certified Real Estate Negotiator. She holds degrees in computer science and electrical engineering. Before focusing solely on real estate sales, she split her time between software engineering for the DoD complex and real estate investment and development. Coco is fascinated by the workings of the human mind and heart and believes real estate sales is a profession where the two can be brought together. That belief is reflected in her approach to coaching, where she emphasizes getting to know her clients, their circumstances, their market, and their environment to accelerate their journey. Coco has a professional command of real estate, contracts and their negotiation, sales psychology, marketing, and technology, but her coaching methods are rooted in the values of self-awareness and work ethic. Helping her clients understand themselves and their clients and develop productive habits are keys to their success.
In today’s competitive marketplace, the ability to lead and manage sales conversations effectively is the difference between success and lost opportunities. A sales professional’s words, tone, and approach can either build trust and move the prospect toward a deal or create resistance and disengagement.
This class is designed to provide participants with a deep understanding of what makes sales conversations successful. From the prerequisites of a productive discussion to the psychological and emotional factors that influence decision-making, this course equips sales professionals with the tools and techniques they need to engage prospects, handle objections, and close deals with confidence.
Through interactive exercises, role-playing, and real-world case studies, participants will learn how to structure conversations for maximum impact, apply emotional intelligence to foster rapport, and master the words and verbal techniques that make the difference between a "maybe" and a "yes."
By the end of this course, attendees will walk away with a clear framework for leading high-converting sales conversations, ensuring that every interaction moves them closer to a successful outcome.
Learning Objectives
1. Identifying the Prerequisites for Successful Conversations
- A successful sales conversation doesn’t start when the salesperson picks up the phone or enters a meeting. It begins with preparation. This section will cover:
- Identifying the purpose of the conversation from the salesperson point of view
- Understanding the customer’s needs before the conversation begins.
- The importance of pre-call research and strategic planning to anticipate objections and tailor messaging.
- How to establish credibility and trust early in the conversation.
- Why confidence and mindset play a crucial role in how prospects respond. - Without these foundational elements in place, even the best sales techniques will fall flat
2. The Intangible Elements That Affect a Conversation’s Outcome
- Many factors that determine success in a sales conversation are unspoken and psychological. This module explores:
- The power of first impressions and how subtle cues shape perception.
- How tone, pacing, and body language can reinforce (or undermine) your message.
- The impact of active listening and mirroring techniques on building rapport.
- Recognizing and adapting to different communication styles and buyer personalities - By mastering these subtle yet powerful elements, sales professionals can increase engagement and influence decisions more effectively
3. Applying Emotional Intelligence (EQ) in Sales Conversations
- Sales is not just about logic and numbers—it’s about understanding and managing emotions. This section will teach participants how to:
- Identify and regulate their own emotions to stay composed and persuasive.
- Read and respond to a prospect’s emotional cues to guide conversations in a positive direction.
- Use empathy to build trust and connection, making it easier to uncover true objections.
- De-escalate resistance and objections by addressing concerns with confidence and sensitivity. - EQ is a game-changer in sales. Those who develop these skills will find it easier to connect with prospects and guide them toward a decision.
4.The Steps & Structure of a Successful Sales Conversation
- While no two sales conversations are identical, high-performing salespeople follow a structured approach. This section will break down:
- The key phases of a sales conversation (from opening to close).
- How to craft a compelling introduction that grabs attention.
- The art of asking powerful questions to uncover pain points and needs.
- Techniques for handling objections and reframing resistance into opportunities.
- Proven closing strategies that feel natural and confident. - This structured approach ensures that sales professionals stay in control of the conversation and maximize their chances of success.
5. Mastering the Words & Verbal Constructs That Drive Success
- What you say—and how you say it—determines whether a prospect moves forward or disengages. This final section will focus on:
- Words and phrases that build trust and credibility (and those that create doubt).
- The importance of positive framing and avoiding weak language.
- How to use open-ended questions to spark deeper engagement.
- Powerful closing statements that drive commitment without sounding pushy. - By mastering these verbal techniques, sales professionals can elevate their influence and dramatically increase their conversion rates.
Who Should Atttend
All sales professionals but the presentation is tailored to real estate. Presenter will entertain questions from all industries
Why Should You Attend
Are you losing deals because prospects go silent? Do you struggle with objections you can’t overcome? Are you tired of sales conversations that go nowhere?
If you’re frustrated with stalled deals, price pushbacks, and prospects who won’t commit, it’s time to change the way you lead sales conversations. Without the right strategies, you risk wasting time, losing revenue, and falling behind competitors who know how to take control of the sales process.
At this seminar, you’ll learn how to steer conversations with confidence, handle objections effortlessly, and guide prospects to a “yes” without feeling pushy. Don't let another deal slip through your fingers—attend and take back control of your sales success.
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$160.00
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