The Consultative Process

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:

Relating

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.

Discovering

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.

Advocating

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.

Supporting

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.

Our Learning That Never Stops^™ approach will ensure skills learned in The Consultative Process will be transferred to day-to-day work practices. To achieve this, The Consultative Process includes components and activities:

Participant Materials

Participant Guide, job aid card, eLearning follow-up modules

Delivery Options

The Consultative Process has four delivery options.

The four module TCP program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach. NuVue works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives.  Program content can be customized based on your business model.

Extended Learning System

The Consultative Process Learning Journey includes an Extended Learning System with self-paced reinforcement for participants and coaching tips for sales managers to help coach and reinforce the learning and get results like – increased sales, higher margins, more new customers, etc.