Consultative Selling - How To Become a "Trusted Advisor"
How are you perceived by those you work with, both internally and externally? Are you considered a technical expert? Probably. How about as a strategic partner? Are you someone who is invited into meetings with higher levels and included in strategic sessions, even out of your department? Could your team, and cross-functional, interactions be more collaborative and productive?
The skills taught in this class will tremendously impact your productivity and career development. This course is a unique program designed to help engineers elevate the perceptions that others hold of them, thus allowing them to move from technical experts into the realm of "trusted advisors." As an added bonus, if you interact with clients,you will find that all techniques are applicable to external communications as well.
Key Topics
Participants will benefit from learning how to:
- Apply The Four Step Consulting Model to daily activities.
- Appear more consultative by applying a structured opening statement to the needs analysis process.
- Be more assertive when appropriate.
- Establish and maintain excellent rapport.
- Decide whether to communicate using email, voicemail or a face-to-face meeting.
- Craft and ask "high yield" questions to appear more consultative
- Connect recommendations to the real needs and business drivers of the other party.
- Use silence and non-verbal behaviors to increase persuasiveness.
- Control and adjust the air-time ratio based on where parties are in the problem solving cycle.
- Use advanced listening skills to listen for what is meant but not necessarily said.
- Read and adjust to office politics.
- Shift strategies and behaviors based on the title or level of the other party.
- Differentiate between needs and wants to resolve issues and to achieve a greater level of satisfaction for both parties.
- Uncover agendas under agendas.
- Handle challenging objections and counter-opinions professionally and persuasively.
- Diffuse anger and maintain an environment of collaborative problem solving.
- Shift strategies and behaviors when interacting with managers and executives.
Instructors
JIM KENNEDY is one of the most respected training and development experts in the bay area. His extensive background includes success in sales and management positions in three industries. Jim was Training Director for World Savings before forming his own business in 1987. For the last 14 years, Jim has helped his clients solve business problems with his combined expertise in training and organizational development. He has authored numerous training programs and customized organizational development interventions. Jim is also a top-level facilitator/trainer on topics including: Team Building, Consultative Selling Strategies, Interviewing Skills, and Leadership Skills.
Jim has a BA in Behavioral Sciences from UC Berkeley and a MA in Organizational Development from University of San Francisco.
ED LEVINE has been a training consultant since 1991. Previous to that, he was a sales and branch manager for a national computer distributorship. He went on to found a start-up company selling Computer Aided Design (CAD) systems to engineers in the Bay Area. Ed negotiated the sale of his business to a multi-national competitor after years of exponential growth. The training and consulting side of his CAD business were what Ed always enjoyed most. As a result, Ed has been involved in the training and consulting field ever since.
Onsite Delivery
Contact: info@effectivetraining.com
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| January 01, 2014 | |
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