Today’s business challenges require better products, customized services, and complex solutions. As organizations strive to address their clients’ critical business issues, technical professionals play an important role in creating and implementing solutions for external and internal clients. While they are experts in their areas, many technical professionals are not equipped to handle the business side of a project. They need consultative problem-solving skills to create value for clients, and they need to integrate their technical skills into a consultative process. When they are able to do this, the technical professional becomes a real source of competitive advantage.
Researched and developed by Wilson Learning, The Consultative Process (TCP) introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. TCP examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product. During this 2 day workshop, participants will focus on the following key learnings:
How to build trust at the beginning of a consultative relationship & how to establish credibility, express empathy, and come to agreement on the purpose, process, and payoff of the relationship.
How to understand the client’s needs by asking appropriate fact and feeling finding questions & how to listen and organize information. How to get the client’s agreement on the true nature of the problem.
How to develop and present solutions that clearly address and solve the client’s business problems & how to bring out concerns, resolve objections, and agree on next steps.
How to reinforce and support the client’s decision to accept a recommendation, how to avoid and resolve dissatisfaction & how to ask for new business and referrals.
Enabling Improved Performance
Driving behavior and performance change requires constant reinforcement. It’s for this reason that organizations that use The Consultative Process (TCP) can access optional application, reinforcement, and support tools. These additional learning components— application exercises, job aid cards, planners, etc.— can be customized to ensure that technical professionals can continue to enhance their newly acquired skills and behaviors upon returning to work. Involving managers early on and training them to coach for improved performance is also fundamental to a successful TCP implementation.
- Ability to quickly establish trust with any person in the engagement and gain that person’s willing cooperation in sharing information.
- Ability to gain an in-depth agreement with the client about the real nature and scope of the problem to be solved.
- Ability to convince clients that a particular offer is a valuable solution to their business problem
- Ability to assure a high degree of client satisfaction and enhance the working relationship during implementation.
|Session Length:||2 Day Programs available|
|Participant Materials:||Participant Guide, job aid card, eLearning follow-up modules|