Effective Coaching with Conversational Intelligence
Effective Coaching with Conversational Intelligence
When it comes to selling, authenticity is key - the last thing you want is for your reps to sound like they're reading from a script. How do you effectively coach them to not only sound human, but to also land on the needs of the customer? This is where Conversational Intelligence (CI) is essential.
We sat down with Jake Spear @ RingDNA to discuss how to effectively coach your team on CI by using a conversational roadmap. By breaking down the six elements of the roadmap, you'll be able to set your team up for success through authentic selling with CI.
Discussion Topics
How to effectively use CI to coach.
Creating a coaching culture within a team.
Making the research data actionable with the six elements of the conversational roadmap: Strong Opener; Disarming Statement; Permission to Continue; Value Proposition; Qualifying; Closing.
Key Takeaways
First step: Look at how you are coaching without conversational intelligence (CI) and then determine what is important so you can use CI to improve your process.
When an organization embraces CI as a whole it is a lot more effective - so get everyone involved!
Get a pulse check on your team in order to develop the right coaching culture where reps feel empowered and the team can learn by teaching.
Conversational roadmaps allow for a structure of how calls should go with whitespace left open in order to allow for deviation in the conversation.
Telling a story and understanding a perspective works beautifully with sales; you want to make sure you are telling the right story and supplying the right solution to the problem.
Jake’s Key Takeaway: CI tools are extremely powerful and give you key insight into every moment of a call, but you need the proper prep work to understand the system, as well as train it on the right way to coach.
Resources
ringDNA has a great resource available for the conversational roadmap. Check it out here!