Most of us think of consultants as experts from the outside who are invited in to tackle organizational problems. The truth is that most of the actual consulting which is done inside corporations is provided by internal consultants.

Consulting, influencing and negotiating fatal flaws usually reside in blind spots where people rarely get focused feedback. Therefore, change is difficult.

Everyone has their own consulting style, preferences and habits. They defend them and are reluctant to let go, whether they are effective or not. Your consulting orientation reflects who you are and how you prefer to use and deliver your expertise. You can:

• Bulldoze with it, pushing your agenda

• Massage with it, selectively picking opportunities to share it

• Withhold it, denying your agenda

The keys to becoming more effective are how flexible you are and how wide your repertoire is. Can you successfully handle a wide range of challenging internal/external customer situations?

How to:

• Reduce reliance on price competition; keep your product/service from becoming a commodity

• Learn more about your internal/external customers’ stories; their business, opportunities, priorities and problems

• Highlight customer objectives to tailor your presentations, data and proposals accordingly

• Increase your chances of having others sell for you

• Keep from entering into lose-lose situations

• Develop a repertoire of constructive, engaging language

• Open and manage a difficult discussion

• Handle defensiveness and not cause it

• Engage the client in the selling process, increasing your credibility and your personal referrals

• Stand out in the customer’s mind as being different ... in a good way!

• Circumvent being right, but not effective!

Our Collaborative Selling course gives you the edge by teaching how to:

• Foster a consultative approach for working with all stakeholders

• Identify your personal Consulting Style and its relative advantages and disadvantages

• Apply Stakeholder Mapping and manage expectations with contracting skills

• Introduce innovative products, process improvement, sustainable change and new ways of doing business

• Diagnose your Personal Influence Preferences

• Develop a value proposition and manage customer risk

Schedule a COMPLIMENTARY CONSULTATION to explore your interests and determine if our collaboration is a good fit for you ... and for us.