There has been a sharp increase of individuals employed in consultative or solutions based roles. These new roles are often called Business Partners and may support internal or external stakeholders. Many of those employed as Business Partners have subject matter expertise, but lack the consulting skills required to fully engage stakeholders and become a Trusted Advisor. Stakeholder meetings are critical to the consulting role to build personal credibility, develop relationships and influence strategic business outcomes.
This course provides a structured approach to the consultation meeting and uncovers techniques so that participants can build their Trusted Advisor status and strategic initiatives can be realised.
- Explain the importance of being a trusted advisor
- Identify ways to increase your status as a trusted advisor
- Set meeting objectives and prepare to lead a stakeholder meeting
- Describe 5 steps used to conduct a consultative meeting
- Use framing to contract the meeting and influence outcomes
- Apply effective questioning techniques
- Offer solutions that achieve stakeholder buy in
- Manage objections constructively
- Wrap up meeting and follow up to encourage desired action
- Commit to a personal development plan
Setting the Context
Being a Trusted Advisor
Before the meeting
Identify the meeting’s business and/or relationship objectives
Tips for using an agenda with your clients
Conducting the meeting
The 5 stages to a consultative / solutions focussed meeting
Build rapid rapport
Contracting the meeting
Use framing and re-framing to influence meeting direction and outcomes
Use high level questioning and listening skills to build professional credibility
Recommending solutions that achieve client buy-in
Practice meeting using own scenarios
Re-inforce credibility by managing objections effectively
Saying no to enhance status as a Trusted Advisor
Practice managing objections and saying no using own scenarios
Close meeting and follow up
Steps to include in closing a meeting
Tips for meeting follow up
Adopting new habits at work
Overcome blockers to conducting consultative meetings
Transitioning to new habits with your stakeholders
Your personal action plan
There are no prerequisites for this course.
PREPARING TO LEARN
To get the most out of this session it is recommended you bring along a note of 2 different client meetings scheduled in the week or two after the workshop. Come prepared with the client information and background. You don’t need to bring hard copy notes, as long as you have identified 2 different meetings. You will have the opportunity to plan and practice your new skills on these example meetings during the session. To maintain confidentiality, you are welcome to give the clients ‘alias’ names in the workshop.
DURING THE COURSE
Our Professional Development courses are practical, interactive and fun. Well-known, proven theories are translated into easy-to-understand concepts and techniques by experienced training consultants. You’ll return to work understanding what you can do to enhance your performance.
AFTER THE COURSE
Your Embedding Kit will assist you to apply the techniques at work, ensuring you get the most from your learning experience.
TP3 can provide a range of consulting services to better meet your business needs, including closed courses for your organisation, customised course material relevant to your industry and requirements, individual or group coaching and blended learning solutions.