Catalyst Event - Navigating Difficult Sales Conversations

This session will be led & delivered by the brilliant Michaela Reaney - speaker bio is below this event brief:

Firstly! You are not alone in this.

Every single person, no matter what salary level, sector, or role, struggles with difficult conversations. It’s human instinct not to rock the boat. Fear and habit stop us from having the conversations we know we need to have.

Every issue I come across in sales and client relationships could be solved much quicker and with less stress if we were able to have difficult conversations with less fear and more calm. Whether it’s setting boundaries with demanding clients, addressing scope creep, handling discount requests, or navigating underperforming partnerships the ability to navigate these sales conversations isn’t just useful, it’s essential.

And I’m not talking about some dusty communication theory created 50 years ago. I’m talking about practical tools and strategies, even scripts, that you can start using tomorrow with your clients and prospects. Not when you have more time or resources, those are just excuses.

Did you know that 80% of people are avoiding at least one conversation at work? Imagine the impact this is having on stress levels, productivity, sales results, and how we show up in our lives. AND it is EXHAUSTING!

In August 2022, I had my best sales month ever, £1.5 million in new business. Five new clients. Five projects I’d been chasing but never had energy for. And it all started with one difficult conversation I’d been avoiding for months with a demanding client.

This 2-hour interactive masterclass will give you the exact 5-step framework I used to transform that client relationship and countless others since. We’ll focus on sales and client conversations, but honestly, this stuff works in all relationships and business activities.

What You’ll Walk Away With:

• Understanding why your brain doesn't want you to have these conversations (spoiler... it’s not your fault)
• A practical 5-step framework that actually works with clients and prospects
• Scripts and language for the sales conversations you’ve been avoiding
• Tools to understand why you’re avoiding it AND what the other person really needs
• The confidence to have that client conversation this week, not someday when you feel ready

How We’ll Work:This isn’t a lecture. It’s interactive, and we’ll create a safe space where we come together to support each other, ask questions, and share openly. Come with an open mind ready to explore and learn.

Fair Warning:This masterclass won’t change your life, only you have the power to do that. But I can promise you that figuring out the sales conversations you’re avoiding and actually having them will give you great freedom. It works with clients and in life.

As one participant told me last week after using this framework: “It (the conversation) wasn’t perfect, it was messy and human, but I feel better for doing it and I have so much time back not thinking about it.”

That’s the power of this stuff. But it’s only useful if you use it.

PREPARATION: Come with a challenging sales or other conversation in mind that we can work through together. The more specific, the better.

FACILITATOR BIO:I’m Michaela, and I’m passionate about empowering leaders to step into their full potential. With over 16 years of experience in learning and development for global organisations like Rio Tinto, AWS, and UK Athletics, I believe human skills like empathy, communication, and navigating tough conversations are as vital as technical and digital expertise. They should be developed with the same rigor to create more conscious and inclusive leaders. The world needs more of them.

I’ve had the joy and challenge of leading teams and delivering sales targets across 10 countries and 3 continents, which has taught me the power of communication and the importance of creating environments where everyone can thrive. My personal journey of scaling, selling, and even closing one business has shaped my understanding of resilience and the courage needed to lead effectively.

My team and I have supported and trained over 10,000 leaders. I live in Teesside with my partner, our Great Dane Albert, and four mischievous pygmy goats.

I genuinely believe anything is possible if you face the difficult conversations in life and in business.

Disclaimer

All information used in this presentation you are registering for is produced for information purposes only and is for the sole use of the attendees at the presentation.

Whilst we feel this topic is beneficial to business owners, the views expressed are not intended to be and should not be viewed as individual advice or as a recommendation by Royal Bank of Scotland, NatWest, Ulster Bank, or any third party. You should seek independent advice in respect of issues that are of concern to you.

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