Core competencies for each program in the Helping Clients Succeed™ suite:
| Program | Core Competency | Participants will be able to: |
| ORD | Inquiry: Qualify Opportunities | - Qualify opportunities, build a solid business case, and either exit bad opportunities or become effectively prepared to close profitable ones.
- Understand who the decision-makers are and their process.
- Diplomatically discuss resource issues (time, people, and especially money).
- Know who else they are considering and how to position your solution.
- Gain clarity of one’s own strengths and weakness in communication skills and direct experience with new listening, questioning, and conversation skills that balance the art and science of selling.
|
| ER | Advocacy: Convert Opportunities
| - Improve close rates and profitability
- Enable clients to make decisions in the consultant’s presence.
- Make a strong business case for a solution.
- Present your solution in a compelling way.
- Learn effective communication skills that facilitate understanding and trust.
- Nurture and sustain long-term relationships.
|
| Initiating New Opportunities | Create and Advance New Opportunities
| - Initiate new opportunities that are compelling and relevant for clients.
- Prepare sales plans that provide insight into targeting the right marketplace and the right clients.
- Create open, engaging dialogue with clients to mutually explore ideas and possibilities for profitable results.
- Co-develop client-centered value propositions and business cases with clients.
|
Negotiations
| Create and Claim Value | - Improve profitability.
- Create a common methodology/language.
- Nurture and sustain longer-term relationships.
- Prepare effectively for the many negotiations you’re involved in throughout the year.
- Effectively handle the top negotiation tactics.
- Decide when and when not to concede.
- Create the right kind of value exchanges.
- Develop strong objection-handling skills.
|
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