Core competencies for Qualifying Opportunities:
| Segment | Core Competency | Participants will be able to: |
| Opportunity (O) | Mutually develop a sound business case | - Understand what the client is trying to accomplish before talking about solutions.
- Bring out all of a client's relevant issues, and identify the highest leverage issues that impact their business.
- Discuss client issues in depth, in order of their importance.
- Help clients find or think through the information that proves the problem exists.
- Get a clear measurement of how results will be achieved, and estimate the financial impact of not solving a problem.
- Build a strong business case for recommendations.
- Think beyond the immediate impact of the proposed intervention by exploring who or what else in the company would be affected and how proposed solutions are tied to overall key initiatives and strategies.
- Explore what has prevented a successful solution in the past or what might prevent one in the future.
- Learn how intent affects the trust between client and consultant and align their own intent to build trust and rapport with clients.
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| Resources (R) | Ensure congruence between the client’s and the sales person’s belief about necessary resources to achieve the opportunity.
| - Discuss pricing and budget sensitively early in the selling process.
- Diplomatically challenge client's beliefs regarding resources (time, people, money, etc.) that don’t appear realistic.
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| Decision Process | Gain mutual clarity on the what decision need to be made, when, by whom, and according to what criteria.
| - Think through every step that a client's organization must take to make a well-informed decision.
- Establish a realistic timetable for each decision step, including the final decision.
- Prepare clients to speak with each person who may influence the decision before preparing a solution.
- Manage "gatekeeper" objections and gain access to key stakeholders to get their perspectives.
- Know who else the client is considering and how to position your solution
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