This program is uniquely designed to build the confident, skills and visible self you need to be to successfully level up in your career/business.

During interactive activities, through workshops and role plays, you'll explore alternative approaches to sales- & account management that lead to better results. We encourage self-reflection by confronting you gently with ineffective behaviors and provide intensive practice. You'll also gain valuable insights from other participants. As a result, you'll leave the training with fresh ideas and a new approach, ready to implement them in your own practice.

Consultative Communication

Name: Consultative Communication
SKU: Communication

Productcode: Communication

€ 4.800,00

Aantal

Understand the fundamental differences between Selling and Consulting.
Explore several components of the account/stakeholder management landscape, including planning, controlling, communications and motivation.
Find effective solutions for your own real-world challenges by interacting with peers.
Learn the Consultative Conversation model to increase your effectiveness.
MODULE 1 - Relationship Management
Strengthen powerful consultative communication skills to build trust with stakeholders.
Understanding human behavior, personal motives and decision-making factors.
Discover what drives you with a DISC profile and learn common terms that you can use to understand others.
Apply the stakeholder grid to map power and influence and understand communication preferences of your partner
Manage and improve the quality of relationships with a relationship tracker
Use a conversation structure that allows you to keep the lead and maintain helicopter-view during the meeting.
Deal with objections and opposing opinions to balance power and influence
MODULE 2 - Business Fundamentals
Learn to map out your Partner’s business model and identify the strengths andweaknesses across their organization, their structure and portfolio.
Discuss your partners’ strategic goals by understanding the strategic planning process.
Translate partner’s goals into an appropriate sales strategy for the further growth anddevelopment of the Account.
How to build out the Account Plan by using different meeting types and gathering allinformation that are part of the Account Business Plan deck
Translating your targets into a sales strategy that gives direction to the roadmap/actionplan.
MODULE 3 - Presenting the Solution
Review and practice the skills and techniques from previous modules.
Propose your solution in such a way the other person agrees and commit to next steps
How to deal with pricing pressure or objections when partner’s demand discount or lower prices.
MODULE 4 - Negotiation
Theory of "Why, when to negotiate"; recognizing the specific characteristics of a negotiator and being able to apply them yourself;
Preparation activities and negotiation process analysis.
Concessions and their psychological consequences within the negotiation process.
Positioning oneself in negotiation phases; How power can be built up in a negotiation.
What the differences are between a Lose-Lose, Win-Lose and Win-Win negotiation andhow you can achieve a Win-Win-Plus result.
How to use different methods and deal with tactics, and maneuvers when negotiating.
How to influence the other person's aspiration level.
Time investment: 4 x 2 days in-person training over a 6-months period
Practice in real life situations and role-play
Combination of facilitated workshops, peer-to-peer learning, coaching and personal assignments focused on real-world challenge
Strategic Account Managers leading project and partners
Directors leading functions
HR Business Partners
Emerging Strategic Account Managers
Business Consultants

Consultative Communication

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