TRAINING & EVENTS

Cost: $49

Effective Communication Patterns for Technical Sellers

This sales-focused webinar series is designed for technical and application engineers who also support the sales function. The sessions offer a balanced approach combining practical communication techniques with behavioral awareness to improve how engineers engage with prospects and customers.

Part 1: Always, Sometimes, Never — Understanding Customer Behaviors

This session helps participants recognize and respond to different customer behaviors and attitudes. By understanding the categories of Always, Sometimes, and Never behaviors, technical sellers learn how to adapt communication styles and improve rapport in sales conversations.

• Identify the behaviors and attitudes associated with Always, Sometimes, and Never categories.
• Strengthen customer interactions by recognizing subtle cues and adjusting responses.
• Use observation skills to create stronger and more effective communication patterns.
• Develop a more consistent and predictable approach to customer engagement.

Part 2: Taking Your Prospect to No — A Counterintuitive but Powerful Approach

This session introduces the concept of Taking a Prospect to No, a counterintuitive communication technique that builds trust, reduces pressure, and encourages honest dialogue. Technical sellers learn how to create clarity and momentum without pushing for a premature Yes.

• Understand why pushing for Yes creates resistance, especially in technical conversations.
• Learn how guiding a prospect to No can lower tension and open the door for more authentic discussion.
• Use pattern interruption techniques to become more memorable and reduce predictable sales pressure.
• Empower prospects to articulate their own reasons for moving forward.

Why This Webinar Matters

Technical and application engineers often serve as trusted advisors. Their credibility is strongest when they communicate with clarity, transparency, and confidence. This series gives them practical tools to navigate challenging conversations, improve customer experience, and support sales outcomes more effectively.

About the Instructor: Mike Carroll, Intelligent Conversations

As founder and managing partner of Intelligent Conversations, Mike Carroll brings more than 30 years of sales and sales leadership experience to his clients. Working hands-on with senior executives, sales leaders, and salespeople, Mike implements programs that change behaviors, grow new skills, and drive remarkable results. Using the proven methodologies described in his book, The Sales Team You Deserve, Mike has worked with 100s of CEOs and 1,000s of sales leaders and salespeople to transform sales teams. With a wide range of business-to-business sales experience, Mike has particular expertise in manufacturing, distribution, telecommunications, software, and financial services. While he is proud of the impact he has had on thousands of sales professionals and sales leaders across North America, Mike takes tremendous satisfaction in helping CEOs, owners, and executives eliminate their uncertainties and doubts when making decisions about their sales team.