Accelerating Effectiveness with The Consultative Process
Business Challenges Solved with This Course
The Consultative Process
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.
What You Can Expect From This Course
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.
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 Guide, job aid card, eLearning follow-up modules
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 Business Solutions 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.
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